Tenbound

JANUARY 26, 2024

Showcasing Results in Cold Emails The Persuasive Impact of Case Studies People are more likely to believe the effectiveness of your offerings when backed by evidence. Include brief case studies or share examples of successful outcomes achieved for your clients. Demonstrate the real-world value you provide and showcase your expertise.

Case Study 64

Case Study Segment Social Media Follow-up 64

SalesLoft

JUNE 26, 2018

InMail is an opportunity for personalization! LinkedIn profiles offer an opportunity to discover relatable information based on the user profile. Recently shared content creates opportunities for ongoing discussions. I’d love to meet for coffee and hear your thoughts,” promotes opportunities for future discussion.

Outbound 52

Outbound Gatekeeper Strategy Decision Maker 52

Janek Performance Group

OCTOBER 17, 2022

The gatekeeper keeps dropping my calls into voicemail. It’s an opportunity to get creative and turn things around. Instead, a sales slowdown is the perfect time to re-evaluate the opportunity and ask yourself, “What could I be doing differently?” Turn Insights to Opportunities. I’m going to miss my numbers.

How To 62

How To Hiring Journal Gatekeeper 62

DiscoverOrg Sales

MARCH 30, 2017

Sales reps aiming to displace the current provider were stuck dialing into dead-end corporate switchboard phone numbers, getting stonewalled by gatekeepers, never to reach their buyer’s voicemail box—let alone pitch their product to a decision-maker. They’re missing opportunities, booking fewer meetings, and hurting productivity.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

Sales Hacker

APRIL 19, 2021

Changing jobs occurs more regularly in sales than in other professions because it presents reps with an opportunity to increase their earning potential. You’re going to change sales jobs multiple times throughout your career and each time you do, it’s an opportunity to increase your earning potential. It happens often. Let’s dive in.

Hiring 71

Hiring Gatekeeper Territories Sales Cycle 71

SBI Growth

OCTOBER 5, 2012

Same Old Quota: Back in the day, just getting past the gatekeeper and into the corporate office required a lot of legwork. You rewarded your staff handsomely for each new opportunity they closed. Sign up for the Q3 Research Study Tour here and get our Sales Compensation Assessment Scorecard to help with this evaluation.

Compensation 257

Compensation Company Hiring Salary 257

Zoominfo

APRIL 20, 2020

With multiple studies across the world highlighting shrunken marketing budgets, campaign delays, and hiring freezes…where should your sales and marketing efforts begin? Shift more focus to up-sell and cross-sell opportunities within your existing customer base. Work Smarter, and Harder (and Together). Think about it.

Pipeline 100

Pipeline Marketing Top of Funnel Hiring 100

Pointclear

JANUARY 26, 2012

According to the Direct Marketing Association’s Power of Direct Marketing study, B-to-B marketers spent $14 billion in 2011 on telephone marketing for lead generation in the U.S. Its high perceived value and standout physical features tend to get past gatekeepers, and straight to the executive desktop.

Media 233

Media Direct Mail netFactor Trade Show 233

No More Cold Calling

AUGUST 23, 2018

Just consider the following benefits of social selling: Social sales leaders attract 45 percent more opportunities than their peers, outsell them 78 percent of the time, and are 51 percent more likely to make quota. A follow-up study last year confirmed this prediction still holds up. Source: LinkedIn ). subject matter experts).

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

Zoominfo

OCTOBER 21, 2021

And just like an ICP can be segmented into various cohorts, go-to-market teams should understand how to engage various stakeholders, influencers, decision makers and – gasp – gatekeepers involved in the purchasing process. Keep in mind, each may represent a different department, with various — or even competing — agendas.

Top of Funnel 130

Top of Funnel Funnel Data Sales Qualified Lead 130

Corporate Visions

OCTOBER 31, 2019

You need to offer up relevant case studies, ROI calculations, and quantified strategic results as the price of entry. But that advice is over two decades old—popularized at a time when you had limited access to executive decision-makers and almost always had to finesse your way around the gatekeeper.

ROI 64

ROI How To Vendor Study 64

Frontline Selling

DECEMBER 16, 2022

So, I would argue that empathy, praise, tools and guidance are not only insufficient to drive more opportunities, they may even be detrimental to the desired outcome. If the Executive Admin (aka the dreaded Gatekeeper) picks up, how you handle that conversation leads to success or failure. Enjoyed this?

Face-to-face 52

Face-to-face How To Lead Rank Call-back 52

Hubspot Sales

JANUARY 8, 2020

RFP Automation Gives 63% of Reps More Time to Pursue Opportunities. Salespeople choosing to automate sales proposals are winning time back in their day to pursue new business opportunities. To see the gaps and opportunities in your sales proposal process, you need the ability to analyze data.

Data 72

Data Proposal Survey Software 72

Sales Hacker

JUNE 14, 2021

A recent ITSMA study shows that less than one-third of organizations engaging in ABM are experiencing significant business improvement. Through the mini case studies below, you will see how sales and marketing teams need more strategic focus and strategic intention behind their ABM content, messaging, prospecting, and nurturing.

Account Based Marketing 79

Account Based Marketing Top of Funnel Ideal Customer Profile Account 79

No More Cold Calling

FEBRUARY 29, 2016

But that almost never happens, because CEOs and other senior decision-makers have a powerful weapon at their disposal—their trusty gatekeepers. Written communication doesn’t convey tone of voice or provide the rich opportunities to connect with other people. I’m conducting a study on referrals, and I need your help.

Referrals 120

Referrals Incentives Incentive Cold Calling 120

PandaDoc

DECEMBER 19, 2022

With an effective lead qualification process, your sellers know that the remaining opportunities are worth their attention. Although each sales process is unique, there are many universal markers of lucrative opportunities. Set up a game plan for interacting with gatekeepers and decision-makers. Let’s talk about that.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

A Sales Guy

NOVEMBER 9, 2016

He needs to read white papers, studies, and research. The 21st Century is giving us more opportunity than we’ve EVER had to manage our own success. There are fewer gatekeepers, fewer hurdles, and fewer rules. There are no excuses left, just opportunities. Start reading, educating and learning everything you can.

Hiring 118

Hiring Gatekeeper LinkedIn Social Media 118

No More Cold Calling

APRIL 2, 2015

Once you get to know people and they get to know you, you identify many opportunities to exchange referrals. When you connect people through referrals, you become a trusted advisor, and they’ll look for opportunities to send referrals your way too. and try every ploy to get around the gatekeeper. You make the effort, you win.

Referrals 120

Referrals Cold Calling Guarantee Networking 120

Salesmate

FEBRUARY 21, 2020

You need to stay focused, get past the gatekeepers, connect with the right decision-makers, and convince them to meet you. At Salesmate, we conducted a study to find the best day as well as time to call the prospect. So, ensure you make the most of every opportunity you get to set an appointment. Try Salesmate For Free!

Sales Meeting 99

Sales Meeting Meeting B2B Decision Maker 99

The ROI Guy

JULY 11, 2011

The study reveals that CFOs have more influence than many would expect - authorizing 26% of all IT investments. Therefore, marketers should deliver resources to help CFOs and other stakeholders uncover and prioritize opportunities, make the case for change and prove that the technical team is making the most prudent choices.

Marketing 89

Marketing ROI Proposal Survey 89

Sales Hacker

OCTOBER 22, 2020

That’s what you plan to say throughout the entire call (including objection responses , messages with a gatekeeper, etc.). The average person’s attention span is only about 8 seconds, according to a study by Microsoft. You might just get another qualified sales opportunity! The power of social media.

Account 70

Account Analysis Gatekeeper Decision Maker 70

Hubspot Sales

AUGUST 21, 2023

Gatekeepers are more likely to pass along "Dan Tyre, Director of Sales at HubSpot" than "[Name], sales rep at HubSpot." Download Template Gatekeepers The best script for navigating screening conversations with administrative assistants or office managers. Use case studies that show what they stand to gain. Use social proof.

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

Close.io

DECEMBER 3, 2019

The final section sums up how to sound smart, stay motivated , and concludes with a case study on smart calls. The book covers the modern evolution of selling, how to build relationships so that closing opportunities are always available for you, and still rely on selling the way it’s always been: human-to-human (by becoming a sales sherpa).

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Sales Hacker

JULY 17, 2020

According to a recent study by Forbes Magazine, 55% of salespeople are untrained. Unfortunately, the need to be liked has cost salespeople billions of dollars in lost opportunities, missed sales, and unformed relationships. And last time I checked, there weren’t a lot of gatekeepers working at 7:30 am and 5:45 pm.

Decision Maker 120

Decision Maker How To Call-back Cold Calling 120

Sales Hacker

APRIL 12, 2021

How to handle “not interested” One of the most common mistakes that sales reps and frontline sellers tend to make it trying to overcome the objection instead of using it as an opportunity to understand their prospects better. case studies, useful blog posts, etc. Help your reps by putting this proof front and centre.

Objections 129

Objections Decision Maker Face-to-face Coaching 129

Sales Hacker

APRIL 19, 2018

The time to be working hard is when you don’t feel you have a weak pipeline of qualified opportunities – things change quickly. Show people that you’ve qualified the opportunity and that you have actions in play to address weaknesses and gaps. Here is an ideal meta framework for opportunity management.

Ideal Customer Profile 84

Ideal Customer Profile Forecasting CRM Sales Qualified Lead 84

LeveragePoint

SEPTEMBER 21, 2018

Part 2 of this series highlighted the uses of great Value Propositions to address account-specific business problems and opportunities of a buying organization as a whole. Is an individual stakeholder a decision-maker, a key recommender, a champion, an organizer, an evaluator, an influencer, a user or a gatekeeper? Organizers.

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

Zoominfo

JANUARY 29, 2018

But, live events provide a unique opportunity for your team to network, develop important skills, and ultimately improve your business. You are losing time in two ways — the time lost traveling to and attending the event as well as the opportunity cost of not spending time on more productive activities. Continue reading.

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

Hubspot Sales

OCTOBER 5, 2017

Gatekeeper: Person in charge of communicating or preventing information from reaching a decision-maker; for example, receptionists or personal assistants. We usually have to go through a gatekeeper to reach them. Goal: Turn Opportunities Into Customers. Goal: Get to a connect. Goal: Schedule next meeting. Stakeholder-level.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Anthony Cole Training

APRIL 15, 2011

In the book, "House Advantage" , the author, Jeffery Ma, goes into great detail about how pitchers prepare for each and every game by studying video and stats of each and every opposing batter in several scenarios.   delicious. Why not just throw the ball? Because they have found that preparation prevents pressure to perform.

Hiring 174

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 174

LeadFuze

JULY 13, 2021

Not to mention total list-building automation, allowing you to spend more time speaking with prospects rather than studying them. The best salespeople in any industry are not fazed by it and focus on their primary mission–connecting with decision-makers or influencers to qualify opportunities that may be viable for them.

How To 98

How To Top of Funnel Decision Maker Face-to-face 98

Tony Hughes

FEBRUARY 22, 2018

Study the great books that deal with complex sales challenges and parameters such as Jeff Thull's Mastering the Complex Sale or Mahan Khalsa's work with Franklin Covey. My research and experience bears out that it can only become a core strategy once the aforementioned materials are studied and lived. The indisputably original YOU.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

LeadFuze

JANUARY 1, 2022

Examples are CEO, Director X, or gatekeeper. After the call, study what was said and prepare a selling role play scripts of how you would have responded if you were on that phone. Salespeople are looking for challenging work, opportunity and achievement. You can then use these challenges as opportunities for training.

Exercises 52

Exercises Hiring Objections Face-to-face 52

Zoominfo

MAY 3, 2021

Sales teams in a multi-threaded environment create various opportunities to demonstrate the value of the solution. Gatekeepers have the title of buyer or purchasing manager. Most sales teams still focus on just one contact, which leaves opportunities open for more polished sales professionals. “My Who are the Buyers?

Hiring 264

Hiring How To Outbound Inbound 264

LeadFuze

JANUARY 14, 2021

Use every opportunity possible. Well, that’s not a bad thing — you can use that opportunity to let them know that they can do online booking anytime, anywhere. They can help you identify opportunities that your brand can take advantage of. You would want your text message to be easy to read. OutboundView. SalesRoads.

Lead Generation 52

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 52

The Bridge Group

SEPTEMBER 19, 2017

What’s a gatekeeper? Then start studying how to be a closer! Study time management and how to time block (Jeb Blount’s Fanatical Prospecting has some great tips here). Have you been creating just OK opportunities because that was your job? 1st Quarter - new SDRs don't know anything (What is a lead? What’s Salesforce?

Promotion 36

Promotion Hiring Gatekeeper Decision Maker 36

Hubspot Sales

MARCH 11, 2019

Reps were gatekeepers to information and controlled the buying process. This challenge gave me the opportunity to create D&I trainings, content, and programming targeted explicitly at salespeople. Since I've started, I've implemented new hire and global sales team training focused on creating an inclusive sales culture.

Hiring 87

Hiring Ideal Customer Profile Customer Hubspot 87