Sales Evangelist

JANUARY 22, 2021

Look at the gatekeeper as the decision-maker to get past the door. Fred’s mentor, Zig Ziglar, said, ‘Forget the canned presentation, go with a planned presentation.’ In whatever sales presentation you do, always ask what’s in it for you and then put yourself in the prospects’ shoes. Try it today at ?

Prospecting 105

Prospecting Decision Maker Strategy Gatekeeper 105

Janek Performance Group

OCTOBER 17, 2022

The gatekeeper keeps dropping my calls into voicemail. On YouTube, I may watch a comedian with the purpose of borrowing a joke to use as an ice-breaker with a gatekeeper or a prospect. I find interesting topics and not only listen but study the speaker’s presentation style. First Name, are you using (Type of software)?

How To 62

How To Hiring Journal Gatekeeper 62

Close.io

MAY 1, 2019

They’re used to getting what they want, and what they want is for you to customize your software to their needs. The trick to winning over these prospects is presenting an option they haven’t thought of: Using both solutions. The gatekeeper. “We’ll buy if you add these features.”. The trick is getting an invite.

Objections 91

Objections Examples Gatekeeper Decision Maker 91

Gong.io

SEPTEMBER 26, 2022

Before you can reach a CEO or a C-level executive, you’ll likely have to get through a gatekeeper (typically assistants or office managers) first. A bad microphone or poor internet connection can affect the quality of your sales presentation and leave prospects feeling frustrated. Use sales enablement software.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

eGrabber

MARCH 27, 2020

The software provides verified business email address of your ideal customers. It helps you to understand your prospects better and present your offerings effectively. You can bypass the gatekeepers and quietly reach their inboxes without having an impact on your productivity as well as theirs. What’s more?

Ideal Customer Profile 132

Ideal Customer Profile Webinar Metrics Strategy Maximizer 132

Hubspot Sales

AUGUST 10, 2020

For example, if you work for a company that sells audio editing software and you have a prospect who does not create audio content and is looking for photo editing support, listening to their needs can disqualify those who are not in need of your offer, freeing you up to engage with customers who are. Willingness to Learn.

Ideal Customer Profile 142

Ideal Customer Profile Face-to-face Gatekeeper Negotiation 142

Hubspot Sales

AUGUST 21, 2023

I am calling about our software that helps you with the strategic implementation of your biggest problems from Outbound Company. Gatekeepers are more likely to pass along "Dan Tyre, Director of Sales at HubSpot" than "[Name], sales rep at HubSpot." This script helps you nail down their challenges and presents your services as a remedy.

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

Autoklose

JANUARY 22, 2024

For instance, you should explore the use of task management software as an effective solution here. You can include an interesting story about your company when you are presenting yourself, add a narrative to your product pitch presentations , or use contextual metaphors.

Lead Rank 52

Lead Rank Lead Scoring Strategy Hiring 52

Sales Hacker

FEBRUARY 15, 2022

Only a few years ago, Jamal was a typical enterprise software sales rep barely making his number, he struggled to close the bigger deals that he knew were possible. It ultimately got me into software sales, then into SaaS. The sales reps are like, “they have all these gatekeepers around.” It’s not comfortable.

Enterprise 76

Enterprise Enterprise Influencer Sales Cycle 76

PandaDoc

JANUARY 14, 2019

Businesses will want to take advantage of the opportunities this growth presents. The gatekeepers of these communication channels are also becoming increasingly averse to content they deem irrelevant to their users. In 2019, we expect that software providers will start to remedy this problem.

Trends 88

Trends Marketing Top of Funnel Lead Rank 88

PandaDoc

DECEMBER 19, 2022

These are the events that result in your prospect(s) becoming more receptive to your pitches, as the software ensures that you stay relevant to your lead and create an in-context narrative for reaching out. See also: How to present your pricing to clients — and have them say “yes”. Step 3: Develop a personalized pitch.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

LeveragePoint

SEPTEMBER 21, 2018

Is an individual stakeholder a decision-maker, a key recommender, a champion, an organizer, an evaluator, an influencer, a user or a gatekeeper? Our software improves the productivity of your average R&D user by 10 minutes a day. Our software is more secure and easier to use for your online advisory clients. Organizers.

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

OnePageCRM

JUNE 15, 2017

How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call. The best way to get past a gatekeeper like this is to reframe how you approach the call. It’s easier to convince an office manager that they need your purchasing software than it is the CEO.

Gatekeeper 46

Gatekeeper Social Media How To Decision Maker 46

Tony Hughes

FEBRUARY 22, 2018

I have screenshot examples that I share in my presentations and keynotes. To buck this trend and in recognition that there's typically only one name on the purchase order, I'm advocating the most counter-intuitive 'get past the gatekeeper' strategy of all time! Deceptive or disingenuous behavior will be punished by recipients.

Ideal Customer Profile 66

Ideal Customer Profile Social Media Account Penetration 66

ExecVision

DECEMBER 11, 2018

These symptoms can be triggered by arriving at their desk, putting on their headset, or opening the dialer software. Over-reliance on email can turn the buzz of your sales floor into the clack-clack-clack of keyboards you’d normally find where your software development team sits. In other cases, dial dread is more of a mental block.

Call-back 40

Call-back Cold Calling Gatekeeper Follow-up 40

Fill the Funnel

SEPTEMBER 21, 2010

A quote from respected sales research and consulting firm CSO Insights sums up the problem that SalesDialers is built to resolve: ” 96 percent of a sales reps time when making outbound calls is spent dialing, leaving voice mails, navigation phone trees, and talking with gatekeepers.” Are you ready to handle the business?

Tools 99

Tools Top of Funnel Funnel Campaigns 99

Salesmate

JULY 28, 2020

Oren Klaff presents an acronym STRONG that stand for. According to the author, creating and presenting a great pitch isn’t an art but simple science. What is the best way to address gatekeepers and how can I leverage them to gain access to executive buyers? Setting the frame. Telling the story. Revealing the intrigue.

Lead Rank 103

Lead Rank Buyer Influencer Outbound 103

LeadFuze

JANUARY 14, 2021

Although a customer relationship management (CRM) software can help you stay organized, the customer information you collected will inevitably get messy over time. They would even present you with several well-constructed campaigns that will fit your brand’s needs. Overcoming gatekeepers! And their specialty?

Lead Generation 52

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 52

Tony Hughes

FEBRUARY 22, 2018

There are critical success factors that must be learned by experience in order to effectively manage your time, pipeline, powerfully leverage a CRM, set the 'right' meetings, open powerfully, discover before you present, nail an on-site meeting and master a telephone. They now screen the CEO's LinkedIn Profile! this letter applies to you.

Social Selling 66

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

Sales Hacker

AUGUST 28, 2019

Hey Kristi, I really liked the way you asked that customer why finding a software with XYZ security feature was important to them. When I do reach them, I’m having difficulty scheduling a demo of our software with the decision-makers. Imagine you’re observing a rep on a call with a customer. As soon as she hangs up…. Nice work.”.

Coaching 68

Coaching Guidelines Call-back Sales Coaching 68

The Science and Art of Selling

DECEMBER 9, 2013

” After a presentation, I always need time for myself. After a huge presentation, he wants to talk to 20 more people. Today they maybe selling computer software. They work with everyone, the office assistant, all of their staff, the gatekeepers. But I used to not know much about it. To recharge.

Benefit 64

Benefit Lead Rank Lead Scoring Real Estate 64

Cience

JULY 9, 2020

Is it still an efficient way to connect with B2B buyers in the digital decades present and future? Gatekeeper. Presenting Yourself. The second message is about the value you can bring based on the present pain points. How is cold calling still viable? Table of Contents. What Is Cold Calling? Making A Cold Call.

Cold Calling 79

Cold Calling Ideal Customer Profile Hiring Decision Maker 79

LeadFuze

AUGUST 10, 2021

Before you can hope to help a prospect with your products and services whether they be financial services, insurance, or software you have to understand their needs and what drives them. You still need to look presentable, deliver your value proposition and seem genuinely interested, all in about 90 seconds.”

Gatekeeper 52

Gatekeeper Sales Qualified Lead How To Cold Calling 52

OnePageCRM

MAY 25, 2017

Sean Burke, CEO of prospecting software Kitedesk offers this example email: Hi Jill. I was so nervous, the presentation was full of starts and stops and the audience lost interest. How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call. Presentation is King.

Top of Funnel 20

Top of Funnel Cold Calling How To Sales Qualified Lead 20

Zoominfo

APRIL 23, 2020

Consistency : Is the data presented in a way that is the same as similar records? Sales calls the wrong people or reaches a gatekeeper, where they will ultimately get turned away or begin the tedious process of calling up the chain. Has it been recently confirmed? Validity : Does the data conform to a common syntax? Burned by Churn.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

PandaDoc

SEPTEMBER 14, 2022

Every cold calling script focuses on a particular prospect, the challenges presented, and the related KPIs to keep in check. These staff members are usually called gatekeepers. A similar situation could be presented regarding the business itself. The simplest example is software outsourcing companies.

Cold Calling 52

Cold Calling Outsourcing Services Decision Maker Hiring 52

Chorus.ai

NOVEMBER 24, 2020

After rigorous prospecting to determine the companies (and decision-makers/gatekeepers) to approach, your sales reps will pick up the phone. This allows your gatekeeper to make any required clearances on their end without losing deal momentum. Present your product in a reactive manner.

Cold Calling 62

Cold Calling Meeting Gatekeeper Decision Maker 62

DiscoverOrg Sales

MAY 7, 2019

Consistency : Is the data presented in a way that is the same as similar records? Sales calls the wrong people or reaches a gatekeeper, where they will ultimately get turned away or begin the tedious process of calling up the chain. Has it been recently confirmed? Validity : Does the data conform to a common syntax? vs. “avenue”).

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

Sales Overdrive

JUNE 22, 2012

It’s hard to avoid them as they play the roles of effective gatekeepers and influencers. So let’s say you are selling software and you hear this: “Let me tell you what happened to me the last time we tried implementing this (other) software tool.” Don’t be fooled! Just don’t start with them. It’s emotion-based.

Conversion 20

Conversion Decision Maker Lead Rank Lead Scoring 20

Hubspot Sales

DECEMBER 4, 2017

Of course, very few of us are “passionate” about selling software, cars, or service packages, so we have to find an angle that does make us excited. If your software helps users get promoted or frees up time they can spend with their families that’s something to get passionate about. Passion is critical to selling. Stay Positive.

Prospecting 111

Prospecting Face-to-face Call-back Course 111

Sales Hacker

MARCH 2, 2020

Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. If particular conditions are present, the laws will always occur, plain and simple. Unbreakable Laws of Selling. Jeffrey Gitomer.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Hubspot Sales

APRIL 14, 2019

I work for contactSPACE, cloud-based call centre software that helps inside sales teams conduct better outreach. As a part of the learning process, it can be worth providing some basic scripts which new reps can use to make it past gatekeepers or introduce what you’re selling. Don’t believe me? If yes, ask: "Great.

Top of Funnel 92

Top of Funnel Ideal Customer Profile Hiring Telemarketing 92

Hubspot Sales

AUGUST 21, 2023

So why would Microsoft launch its line of computers and tablets if its software is ubiquitous? Get your team together and brainstorm the various job titles that could be impacted by your solution. The result?

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

InsideSales.com

MARCH 11, 2020

The Gatekeeper. The gatekeeper (usually an intern, office manager, or executive assistant) is the first person you end up talking to when you make that first call. The best way to counter the ROI objection is to present a case study of how similar businesses saw the ROI. No Return on Investment (ROI). Company is Too Small.

Objections 58

Objections Cold Calling Decision Maker Hiring 58

Tony Hughes

MARCH 13, 2018

If you're selling software and there are already twenty five groups on mobile marketing applications, still launch your own group. This software will save you hours of clicks based on daily lead recommendations from key accounts that it serves up to you on a silver platter. The holy grail is the opportunity to present on-site.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63

Highspot

DECEMBER 19, 2019

Appeal to Gatekeepers and Influencers. If you could only talk to Unilever’s Chief HR Officer, she’d undoubtedly see the magic in your performance appraisal software — reaching her will just take running the gauntlet of caller ID, email filters, assistants, and junior employees. Build a Case with Content.

Conversion 89

Conversion Gatekeeper Scale Buyer 89