Sales and Marketing Management

FEBRUARY 26, 2018

They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. The phone is also a terrific way to get past the gatekeepers. Gatekeepers are a different story. A prospect might delete a voicemail and then open an email you send or vice versa.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

Hubspot Sales

OCTOBER 5, 2017

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects? Sales Prospecting Techniques.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Pointclear

APRIL 3, 2014

Even with whisper-light computing power and immediate, 140-character Twitter posts, we are a face-to-face species, one that thrives on interpersonal communication and being in the presence of like-minded individuals working together for a common goal. So how do you get past their gatekeepers and into the conference room?

Face-to-face 250

Face-to-face Ideal Customer Profile Cold Calling Gatekeeper 250

No More Cold Calling

FEBRUARY 18, 2016

When I was certain Bill had received the book, I called his office, knowing I would speak with his executive assistant (or to use the sales term, his “gatekeeper”). But that almost never happens, because CEOs and other senior decision-makers have a powerful weapon at their disposal—their trusty gatekeepers. priority mail stamp.

Referrals 120

Referrals Gatekeeper Cold Calling Lead Generation 120

DiscoverOrg Sales

NOVEMBER 27, 2018

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. Effective cold email outreach means find something your prospect values – and something you have in common. It’s time to get personal.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

Hubspot Sales

AUGUST 11, 2019

HubSpot research shows 40% of salespeople view prospecting as the most difficult part of their jobs. It’s often the most critical barrier to meeting quota, and the ability to prospect effectively and bring in qualified leads is what will help reps move forward and succeed. Join or contribute to Twitter chats.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Outsourcing Services 98

Hubspot Sales

JULY 9, 2018

Building a relationship with prospects -- before reaching out over email -- allows you to foster trust, provide value, and ask for their email personally, which skyrockets your chances of a reply. But is this really the best way to reach prospects? Reach out on Twitter. Subscribe to your prospect's email list.

Account Based Marketing 104

Account Based Marketing How To Sales Qualified Lead Twitter 104

Fill the Funnel

MARCH 6, 2014

Consider some of the changes that have occurred as a result of technology and tools: Prospect Research. Old Rule: It was not too many years ago that one of the key activities of a sales rep was the annual process of requesting a copy of each prospects printed Annual Report. The Gatekeeper. Preparing Quotes and Proposals.

Tools 129

Tools Gatekeeper Proposal Decision Maker 129

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

SBI Growth

AUGUST 16, 2012

Simply put, you have to drive your own brand to ensure that prospects are finding you when searching for options. Your prospects are doing the same. Let’s assume you have a meeting with a big prospect. You want your prospect to view a profile that conveys mastery of your industry. What will they find? Case and Point.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Twitter Facebook. Show the same level of respect to the gatekeeper or other any other person who answers the phone as you would show to the person you’re looking to talk to. prospecting. Client List. Testimonials. FREE Resources.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

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. Garner as much information as you can about the prospect and his company. The more you know about the prospects, the better rapport you can build for setting an appointment. Listen to your prospect.

Sales Meeting 99

Sales Meeting Meeting B2B Decision Maker 99

DiscoverOrg Sales

APRIL 11, 2016

According to Investopedia , “A sales lead is a prospective consumer of a product or service that is created when an individual or business shows interest and provides his or her contact information.”. What if I’m responsible for prospecting but don’t have access to sales intelligence? So, what is a lead in a sales context?

Lead Rank 120

Lead Rank Lead Scoring Marketing Qualified Lead Leads 120

No More Cold Calling

APRIL 2, 2015

LinkedIn, Twitter, Salesforce, Google+ … I could go on and on. Despite what you’ll often hear from technology gurus, your success isn’t determined by the number of devices that connect you to the outside world; it’s determined by the number of relationships that connect you to your prospects. Referred prospects expect to hear from you.

Referrals 120

Referrals Cold Calling Guarantee Networking 120

Tenbound

JANUARY 26, 2024

Segment your prospect list based on specific criteria and tailor your language and content to each segment. Targeting Competitors’ Followers for New Prospects Identifying Potential Customers Among Competitor Followers Your competitors’ social media followers can be a goldmine of potential customers.

Case Study 64

Case Study Segment Social Media Follow-up 64

Sales Evangelist

JUNE 25, 2020

Many salespeople can struggle with this aspect of the job but it’s a critical part of gaining new prospects. He also developed a script that he still uses to get “gatekeepers” to provide needed information. David mimics a negative attitude that most gatekeepers have and uses it to position them to offer something positive.

Cold Calling 52

Cold Calling Sales Qualified Lead How To Gatekeeper 52

Vengreso

SEPTEMBER 17, 2020

Eliminate objections with the right questions One of the obstacles David encountered was that although he was getting through the gatekeepers and talking to the right people, most calls would end up with the same answer: “send me more information.” The million dollar rebuttal starts with agreeing with the prospect. David says.

Cold Calling 59

Cold Calling Quota Call-back Gatekeeper 59

Sales Evangelist

NOVEMBER 17, 2019

The value of prospecting Many sales books stress the importance of having closing techniques. The challenges in prospecting Prospecting is uncomfortable, scary, and awkward. Salespeople are having a difficult time getting past the gatekeeper and making contact with the decision-maker. The voicemail is now an escape.

Closing 67

Closing Decision Maker Ideal Customer Profile Gatekeeper 67

Connext Digital

AUGUST 30, 2018

Salespeople were the gatekeepers of information—you needed to ask them about anything you needed to know about the product you wanted to get. This marketing strategy dramatically influences a prospective buyer in completing a purchase, as more and more people believe online reviews as much as their peers. Use visuals.

Consumer 83

Consumer Ideal Customer Profile Engineering Gatekeeper 83

Anthony Cole Training

APRIL 15, 2011

Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). I came back to the office and began calling on my list of prospects for the week and I bombed the first three. Follow Me on Twitter! Motivational (8). Motivational Speaker (6). Negotiating (2). Sales (34).

Hiring 174

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 174

Partners in Excellence

OCTOBER 8, 2015

Twitter Follow/Unfollow/Follow/Unfollow: I don’t know if it’s just me, but there are lots of people that I see repeatedly following me, then unfollowing me, then following me again, then unfollowing me again. Bad Twitter Prospecting: There are a lot of people “pitching me” on Twitter.

Networking 48

Networking Lead Gen Gatekeeper LinkedIn 48

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

SalesLoft

APRIL 19, 2018

Use LinkedIn for prospecting. Use the ability to efficiently identify prospects by company, location, or industry to your advantage. At Salesloft, we’ve made reaching out to your prospects even easier with our LinkedIn integration. Take time to have discovery calls with people within prospect organizations.

Pipeline 69

Pipeline Top of Funnel Social Media Decision Maker 69

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. Use your CRM or something like FullContact to gather rich intel on your prospects. 6 goals of a good call script.

Gatekeeper 46

Gatekeeper Social Media How To Decision Maker 46

Sales Evangelist

DECEMBER 5, 2019

When you go outside your profile and start engaging with people and creating content for others, talk about your prospects and how you’re going to solve their problems. Creating your LinkedIn profile It’s not necessary to spend money on LinkedIn to make money. It’s important to make your profile visually appealing.

Ideal Customer Profile 75

Ideal Customer Profile LinkedIn Pipeline How To 75

Sales Hacker

APRIL 19, 2018

Oh yeah, the list of words that sell don’t just apply to your conversations with prospects! Build close plans on all the big deals to show you understand the customer’s internal gatekeepers , procurement processes, compelling events and dates. Twitter is how you amplify your insightful publishing to spread the word.

Ideal Customer Profile 84

Ideal Customer Profile Forecasting CRM Sales Qualified Lead 84

The Science and Art of Selling

OCTOBER 20, 2014

Are your days of prospecting so far behind you and your success SO great that you’ve decided it’s beneath you? Try to think back to when you were in the trenches with everyone else and remember how awful it felt when you spent 8 hours either leaving voicemails, speaking to angry gatekeepers, and being hung up on. Twitter: @kmiglautsch.

Cold Calling 61

Cold Calling Call-back Gatekeeper Decision Maker 61

Pipeliner

MAY 29, 2018

The human factor is fading away—even more so when you consider things like fake Twitter and LinkedIn accounts utilized by AI robots. By being able to see and hear a prospect, you as a salesperson can much more easily empathize. The answer for a salesperson is to become a mirror for their prospects. The Mirror.

Call-back 58

Call-back Relationals Buyer Sales 58

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

HeavyHitter Sales

JUNE 1, 2010

I was recently interviewed by blogger Matthew Schwartz about the C-Level Sales Psychology:   ZoomInfo: When trying to reach C-level buyers, there seems to be an increasing number of gatekeepers in the purchasing process, from “fans” to “champions.” Sign in with TypePad Facebook Twitter and more. View an alternate.

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98

Sales Training Advice

NOVEMBER 2, 2010

It means you have the opportunity to meet directly with your existing customers and it also shows to prospects that you are dedicated to your work and to the people with whom you do business. So be on the lookout for those events that meet your prospecting objectives. Not all networking is local.

Skype 47

Skype Customer Face-to-face Networking 47

SBI

OCTOBER 30, 2018

She started her career in sales prospecting technology space and has a lot of background as an analyst. For instance can they quickly find the right relevant content to deliver for a specific product, prospect or persona. How do you get those guys to re-enforce that and not be the gatekeeper. Nancy Nardin: That’s true.

Sales Enablement 139

Sales Enablement Top of Funnel Vendor Ideal Customer Profile 139

No More Cold Calling

SEPTEMBER 14, 2017

Top account based sales reps don’t sit back and wait for prospects to call. They get referrals to prospects who actually want to hear from them, and they provide insights and demonstrate persistence that builds relationships and advocates. Are your persistent salespeople still having trouble getting prospects on the phone?

Cold Calling 282

Cold Calling Lead Generation Scale Hiring 282

The Sales Association

NOVEMBER 9, 2011

But these prospects raised their hands," they tell you. Flip the gatekeeper paradigm on its head. When you get a prospect on the phone, always ask, "Do you have a quick sec?" Use your social media tools such as LinkedIn to learn a little bit about your prospect and tailor a message to that person. They had a problem.

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34

OnePageCRM

MAY 25, 2017

Prospecting is the most difficult part of the sales process for salespeople. For a cold prospecting call, where your goal is to convert a cold lead into a warm prospect, your call is unexpected so you’ll need a different tack. Sean Burke, CEO of prospecting software Kitedesk offers this example email: Hi Jill.

Top of Funnel 20

Top of Funnel Cold Calling How To Sales Qualified Lead 20

Sales Training Advice

JUNE 10, 2013

Ten years ago, most sales people had no idea just how vital the Internet would become to prospecting. If you’re avoiding digital prospecting techniques, you’re missing a fantastic opportunity to: - Expand your prospecting reach. Connect with prospects on LinkedIn. Follow them on Twitter. Start new relationships.

Prospecting 70

Prospecting Strategy Social Media Cold Calling 70

Sales Hacker

NOVEMBER 15, 2017

Account Based Marketing (ABM) is a strategic framework that engages qualified individual prospects or customer accounts as unique markets in themselves, worthy of focused, hyper-personalized treatment by sales, marketing and other teams. . Deal Closing. Decision Maker. Demand Generation. Direct Mail. Direct Sales. Mr.Brown has gone dark.).

Lead Rank 99

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99