The Spiff Blog

SEPTEMBER 9, 2022

When reps are contending with gatekeepers, champions, influencers, blockers, and decision-makers, lost opportunities may require a more nuanced explanation than “getting outsold.” In a culture that runs on fear of failure, a rep is more likely to take their frustration out on the prospect delivering the news. Final thoughts.

ROI 83

ROI How To Face-to-face Commission 83

Zoominfo

NOVEMBER 20, 2019

The best way to create the kind of value proposition your prospect is looking for is by addressing a need. And that’s not what your prospect is looking for. The first is making the problem real and vivid in the prospect’s mind. Let’s talk about what value is – and what value isn’t. 300,000 minus $30,000). That’s not value.

B2B 187

B2B Prospecting Case Study Scale 187

Sales and Marketing Management

FEBRUARY 26, 2018

They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. Make a Strong ROI Case. Indeed, 75 percent of C-level and VP level buyers are influenced by financial justification with strong ROI cases. The phone is also a terrific way to get past the gatekeepers.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

Zoominfo

NOVEMBER 20, 2019

The best way to create the kind of value proposition your prospect is looking for is by addressing a need. And that’s not what your prospect is looking for. The first is making the problem real and vivid in the prospect’s mind. Let’s talk about what value is – and what value isn’t. 300,000 minus $30,000). That’s not value.

B2B 100

B2B Prospecting Case Study Scale 100

Hubspot Sales

APRIL 2, 2021

However, the prospect of not knowing who you will be selling to can be nerve-wracking. The Gatekeeper. The gatekeeper is usually an executive assistant or associate of the decision-maker. In some instances, it is beneficial to work with the gatekeeper to build trust with them and have them vouch for you with the decision-maker.

Decision Maker 110

Decision Maker Influencer Gatekeeper How To 110

Sales and Marketing Management

JUNE 26, 2017

We know these gatekeepers will be examining the company’s website, so intuitively, marketers must go beyond just email by nurturing the buying committee where their customers and prospects already are: on their website. Rest assured, people within companies talk, so you’ll want to ensure the experience is carefully crafted.

Pipeline 185

Pipeline Case Study Decision Maker Ideal Customer Profile 185

Gong.io

SEPTEMBER 19, 2022

Qualifying prospects is a critical step in the sales process. How do you determine if a prospect is a good fit for your products or services? It helps sales teams qualify prospects and determine if they have a high chance of converting. BANT is an acronym for: Budget: What is the prospect’s budget? .

Sales Qualified Lead 62

Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

Autoklose

MARCH 4, 2024

The synergy of cold calling and cold emailing can be used for breaking the ice and getting on your prospects’ radar. Table of Contents Is It Better to Call or Email a Prospect? Timing Matters Consider the Prospect’s Level Closing Word Is It Better to Call or Email a Prospect? The best answer to this question is – both!

Cold Calling 52

Cold Calling Decision Maker Scale VanillaSoft 52

eGrabber

MARCH 27, 2020

They generate their own leads , make sales calls, reply emails, attend meetings, research on the prospects, manage CRM, and other administration tasks. Build Targeted Prospect Lists. Building a list of targeted prospects is not an easy task. You have to manually look for each and every prospect information from those websites.

Ideal Customer Profile 132

Ideal Customer Profile Webinar Metrics Strategy Maximizer 132

Sales 2.0

APRIL 27, 2014

Or I may say “I don’t think we’re going to get a good ROI out of using your technology given our situation–or our customer base”. People in organizations like me (I’d call me a “gatekeeper” and a “user” in this case) need lots of information to verify and validate their buying decisions. A day they did not spend prospecting.

Lead Rank 268

Lead Rank Lead Scoring Proposal Gatekeeper 268

No More Cold Calling

AUGUST 20, 2015

Unless you address the broken links in your prospecting system , your sales reps will continue to struggle. Other common prospecting problems: The initial prospects were unqualified. This is not how you wow prospects, build relationships with them, and convert them into clients. That’s just the symptom. Save your money.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

No More Cold Calling

SEPTEMBER 27, 2011

If your biggest sales challenges are: Getting double-digit returns on your sales prospecting approaches. Getting past the gatekeeper to your decision-maker. Converting key prospects to paying clients. Hating prospecting and wanting more sales time with qualified prospects. Referral-Selling Curriculum.

Cold Calling 202

Cold Calling Webinar Metrics Referrals Gatekeeper 202

DiscoverOrg Sales

APRIL 25, 2017

It should reduce time spent prospecting; offer sales development reps (SDRs) an opportunity for smart expansion into new markets; let sales reps identify the 3% of any industry’s target accounts that are active buyers … and a whole lot more. Sales intelligence includes a depth of information that is both accurate and predictive.

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

Cience

JULY 9, 2020

Gatekeeper. In B2B outbound marketing, cold calling is a prospecting technique used to start business conversations with decision-makers over the phone. Velocify found that the average number of cold calls to a single prospect to close a deal is six. It is made via phone and aims to set an appointment with a prospect.

Cold Calling 79

Cold Calling Ideal Customer Profile Hiring Decision Maker 79

No More Cold Calling

JUNE 23, 2019

When sales teams know how to ask for referrals, they don’t have to worry about identifying decision-makers, bypassing gatekeepers, or proving themselves trustworthy. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you. Prospecting is either HOT or cold … period.

Referrals 297

Referrals Scale How To Lead Rank 297

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. Why Was Conventional Wisdom Wrong?

ROI 64

ROI How To Vendor Study 64

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. Prospect Hates You. If it appears like they hate you, pass them to another sales rep who’s better suited for this type of prospect. Asks How You Find Them.

Objections 58

Objections Cold Calling Decision Maker Hiring 58

DiscoverOrg Sales

NOVEMBER 2, 2017

Time to plan your next marketing campaign, or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. We like DAMA UK’s six parameters for data quality : Completeness : Is the company, contact, or prospect record as complete as possible? But hold on. Take a deep breath.

Data 133

Data Churn Hiring eBook 133

No More Cold Calling

JUNE 23, 2019

When sales teams know how to ask for referrals, they don’t have to worry about identifying decision-makers, bypassing gatekeepers, or proving themselves trustworthy. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you. Prospecting is either HOT or cold … period.

Referrals 228

Referrals Scale How To Lead Rank 228

CloserIQ

AUGUST 5, 2019

They don’t believe the over-the-top claims about ROI from sellers; They don’t have time for endless discovery questions – their workload is tremendous; They don’t care about all the outreach efforts being shot your way (refer to the last point); and . 7 tips for selling high-level prospects. Do your research. CEOs, COO, CFOs, etc.

Buyer 89

Buyer Gatekeeper Vendor Decision Maker 89

SugarCRM

FEBRUARY 14, 2023

Through automatic tracking, scoring, and pre-set rules, marketing automation allows marketers to send hyper-personalized messages to prospects at scale. This increases prospect engagement and lead qualification prior to handing them off to sales. Uncover key insights about prospect and customer engagements with your website.

Sales Automation 26

Sales Automation Lead Rank Top of Funnel Lead Scoring 26

ExecVision

APRIL 25, 2018

Along the way, we’ve discovered what it takes to maximize your ROI from CAS. Be sure your reps are well-versed in these four skills to maximize your ConnectAndSell ROI: Pre-Call Research. Reps should be manually cleaning up the lists they pull from databases and researching the account/prospect prior to the call.

Ideal Customer Profile 40

Ideal Customer Profile InsideView Cold Calling Maximizer 40

SalesLoft

MARCH 15, 2018

“You are losing deals over objections to parts of your product that your prospect doesn’t even care about.” – Kevin Dorsey, Head of Sales Development and Enablement at ServiceTitan. By the time you’ve presented a solution, your prospect should be able to communicate to you what the ROI of your solution would be to their business.

Trends 52

Trends Gatekeeper Face-to-face Negotiation 52

Sales Hacker

DECEMBER 30, 2020

42% of sales leaders say the ROI of their sales analytics platform was significantly higher than expected. Remote selling has made sales prospecting a lot harder. CRM systems allow salespeople to automate the tedious, repetitive tasks that come with prospecting. Sales reps should plan to reach out to prospects every 1.5

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

Zoominfo

APRIL 23, 2020

Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. We like DAMA UK’s six parameters for data quality : Completeness : Is the company, contact, or prospect record as complete as possible? JUST KIDDING. Burned by Churn.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

Openview

JANUARY 18, 2018

What if every rep was prospecting as well as the rep generating the most leads? A few examples of the types of skills that can determine how successful your reps are: Prospecting. Dividing your coaching plan by skill set will maximize the ROI of each rep’s training. How does your top performer approach a gatekeeper?

Lead Rank 104

Lead Rank Lead Scoring Coaching B2B 104

LeadFuze

DECEMBER 31, 2021

Need Help Automating Your Sales Prospecting Process? Present your prospects with all of their options, and don’t stop until they’re completely satisfied. Gatekeepers are there to keep the flow of information under control. Some have a higher ROI, but they require more resources to be successful in the market.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

Cience

NOVEMBER 20, 2019

And the best performers were even able to demonstrate a 26% ROI. Only high-quality leads – sales research and ICP make sure that you meet only with prospective clients– excluding unqualified event attendees is just as important as targeting the right ones. Tip : You’re using prospecting techniques.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

Zoominfo

JANUARY 29, 2018

These stats certainly grab our attention, especially as Millennials grow into the decision makers and gatekeepers over the next two decades. Trade shows offer a unique opportunity for organizations to form real, human relationships with their prospects that other marketing tactics just can’t provide. How to Track Event ROI in Your CRM.

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

DiscoverOrg Sales

MAY 7, 2019

Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. We like DAMA UK’s six parameters for data quality : Completeness : Is the company, contact, or prospect record as complete as possible? JUST KIDDING. Burned by churn.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

Chorus.ai

NOVEMBER 1, 2019

Cold calling is contacting any prospect by phone who currently isn’t “raising their hand” at the moment. This means the prospect won’t be expecting your call. That’s okay, but you’ll have to work even harder to convince prospects to trust you and break through. Prospects typically ask 5-6 questions. Download the Chorus.ai

Cold Calling 54

Cold Calling Film Social Selling Coaching 54

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. So forget your product features and brush off the benefits, because you’re going to connect with your prospect on a (virtually) human level.

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

DiscoverOrg Sales

APRIL 3, 2018

When a full 50% of a sales professional’s day is spent doing prospect research, anything that decreases research time can move the revenue needle. Flag employee departures so sales reps don’t waste time prospecting to outdated records. Sales research – fast. The problem: Gaps, redundancy, and a disjointed sales tech stack.

SalesForce 33

SalesForce Data System Sales Operations 33

Cience

JULY 25, 2019

Don’t make your prospect wait. There are several questions that most of your prospects/site visitors would ask. By the time the prospect gets to a human being, she/he has already received answers on their most urgent questions. Some of the conversations between your SDRs and prospects won’t happen, that’s true.

Lead Generation 56

Lead Generation Lead Rank Sales Qualified Lead B2B 56

DiscoverOrg Sales

APRIL 10, 2018

Dead-ends and gatekeepers. When you’re paying a seasoned sales professional $45,000 per year to do prospect research, you’re doing it wrong. We’ve tripled our average conversion rate, because our sales team is now able to engage based on the challenges our prospects self-report,” says Coit Group President Tim Farrelly.

Data 46

Data Ideal Customer Profile Cost per Lead Outbound 46

Tony Hughes

FEBRUARY 22, 2018

Dave Brock says it the best ever: Prospecting is the New Prospecting ! You need to pinpoint the mobilizers, your advocates and build consensus amongst champions inside the prospect's ecosystem. In selling, powerful prospects are trying to outwit you on a three dimensional chess board with a backgammon board underneath.

Social Selling 66

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

Close.io

JANUARY 7, 2019

But today, there are so many channels where you don’t have to rely on a gatekeeper. Set yourself up to get the most ROI from launch day. Engage in as many meaningful conversations with qualified prospects as possible. And whatever platform you pick, you need to play the game on it well before launching. Don’t waste it.

Strategy 132

Strategy How To Top of Funnel Follow-up 132