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Always Thank The Gatekeeper

The Pipeline

When I ask sales people what their biggest challenge is in getting to speak directly with decision makers they are targeting, and voice mail or gatekeepers are at the top of the list, (while call reluctance should be right there with the other two, they don’t usually volunteer that fact). What’s in Your Pipeline? Tibor Shanto.

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Embrace The Gatekeeper

Score More Sales

For years I have worked with sales professionals who strive to get around the Gatekeeper – that person at your prospective customer’s company who guards their executive from unnecessary time with all sorts of things but most notably from salespeople. Have a negative image of what a Gatekeeper is and instead align with them.

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Get the Gatekeeper on Your Side

No More Cold Calling

The gatekeepers are onto your tricks. Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers. Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers. But gatekeepers are good at their job. Of course you would. Think again.

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How to Build Sales & Marketing Pipeline During the Coronavirus

Zoominfo

What everyone seems to be forgetting is that building pipeline for Q3 and Q4 is just as critical as making sure deals close in the short term. See if that level of increase will fill your pipeline. On the other end of the spectrum, pipeline is the name of the game for marketing leaders. Or the one after that? Think about it.

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Reps Not Closing? Pay Attention to Your Sales Pipeline

No More Cold Calling

Reps aren’t spending time on the critical business development activities that occur earlier in the sales process, so their sales pipeline is either dry or full of cold leads. So, what’s causing the pain in your sales pipeline? As a result, they breeze right past the gatekeeper. Right Prospect, Wrong Person. They get referrals.

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Nurturing Beyond Email to Accelerate Your Pipeline

Sales and Marketing Management

Your VP of sales looks at you out of desperation and asks if there is anything marketing can do to help accelerate the pipeline/improve the win rate? It’s now common for demand gen teams to batch-email-blast open pipeline contacts with discount offers or other urgency-creating promotions. It may be time to take a look.

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This Is Why Your Lead Generation Process Isn’t Working

No More Cold Calling

Find out how to unclog your sales pipeline. You can’t count on accurate forecasts when pipelines are unqualified, so you’re never really sure whether your team will make quota until it’s too late. Yet, nearly 80 percent say they don’t always get past the gatekeeper. Why can’t they get past the gatekeeper? Let me guess.