No More Cold Calling
JUNE 19, 2014
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.
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.
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eGrabber
MARCH 27, 2020
Here are the 6 Strategies to Improve Sales Productivity: Know your Ideal Customer Profile Build Targeted Prospect Lists Automate Prospect List Building Spend Quality Time on Prospect Research Measure KPIs Train your Sales Force Continuously. Sending emails to targeted audience increases the chances of more sales conversions and maximizes ROI.
No More Cold Calling
SEPTEMBER 27, 2011
Referral Selling Training Programs. Getting past the gatekeeper to your decision-maker. Create a template for an ROI conversation—that delivers a 10x return. How to Bypass the Gatekeeper. Joanne Black’s Speaking Topics. Speaking Video. Live Webinar Series. No More Cold Calling OnDemand™. No More Cold Calling.
No More Cold Calling
AUGUST 20, 2015
Do sales reps demonstrate product features, or do they talk ROI ? Don’t even think about training your sales team on closing techniques. The ROI of Referrals More often than not, the problem is with a team’s prospecting methods. What is the marketing plan for following up? Save your money.
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?
Sales Hacker
DECEMBER 30, 2020
25% of sales reps believe they have not received enough sales training. Sales operations normally handle administrative functions like recruiting, training, and onboarding new sales reps. 42% of sales leaders say the ROI of their sales analytics platform was significantly higher than expected. What this means for you.
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