No More Cold Calling

MAY 25, 2023

One marketing platform or sales enablement app? They don’t have to worry about getting past gatekeepers or heading off the competition, because they have the best possible competitive advantage—a relationship built on trust. Referrals help you stand out in a sea of B2B sellers. One IT provider from another?

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

No More Cold Calling

FEBRUARY 24, 2021

Seller access is a newly popular term for an old problem—the struggle to bypass gatekeepers and get meetings with high-level decision makers. Gartner experts shared their research on seller access in a recent webinar, “ The Chief Sales Officer’s Leadership Vision for 2021.” Seller Access: New Buzzword, Old Problem.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

JANUARY 29, 2020

What sales comfort zone is holding you back? Also, here’s what you might have missed from No More Cold Calling this month: Learn How to Get the Gatekeeper on Your Side. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? The dreaded gatekeeper. Let me know.

Referrals 156

Referrals Gatekeeper Hiring Sales Qualified Lead 156

Showpad

FEBRUARY 14, 2019

In the next blog in our “Sales Enablement Defined” series, we’ll talk about sales prospecting and where it fits into the sales enablement ecosystem. We’ll also discuss sales prospecting techniques and best practices, and how they support sales enablement.

Sales Enablement 40

Sales Enablement Top of Funnel Prospecting Lead Qualification 40

BrainShark

SEPTEMBER 19, 2022

Enabling sales reps to sell more and sell better is not an easy job — that’s why sales enablement departments (and an entire industry) were created. But sales enablement leaders can’t operate in a silo. They’re often small teams tasked with overseeing dozens or even hundreds of sales reps.

Company 77

Company Sales Enablement How To Gatekeeper 77

Showpad

DECEMBER 16, 2021

Meet Pedro Correia, Sales Enablement Lead at IFF. In this interview, Pedro shares the innovative ways IFF is integrating technology into the sales training and content process , from information tagging to augmented reality and AI. Now we don’t have to rely so heavily on live training as our only mode of sales enablement.

Sales Enablement 52

Sales Enablement Top of Funnel Lead Rank Lead Scoring 52

RAIN Group

FEBRUARY 13, 2019

This article was originally published on the Sales Enablement Society. Gatekeepers are tough. Sellers often complain that it's impossible to get through to buyers. Buyers are busy. Calls go to voicemail. Email goes to junk. The list goes on. While getting through certainly isn't easy, sellers who work at it do get through.

Buyer 90

Buyer Influencer Gatekeeper Sales Enablement 90

LevelEleven

JULY 25, 2019

Practicing this sales role-play example will help your reps ask questions that dive deeper and hone their objection, discovery, value messaging, and even negotiating skills. The Gatekeeper. Running into a gatekeeper is a fairly common sales prospecting scenario, especially when trying to get ahold of C-level decision-makers.

Gatekeeper 54

Gatekeeper Negotiation Decision Maker Call-back 54

Zoominfo

APRIL 20, 2020

People are using their cell phones for business, and if your sales team has access to those numbers, they don’t have to deal with voicemails that are never checked or gatekeepers that won’t pass along their messages. Think about it. They are getting through. Work together: Staying connected in a remote world.

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

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. With a sales enablement tool like Gong, you can build a library of call recordings and help new sales reps understand your sales process better.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

SBI

JULY 23, 2019

NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS? HENRY: Think about your tech stack: You have a CRM, probably some kind of marketing automation system, maybe sales enablement and engagement tools like auto-dialers and content-asset tracking.

Data 111

Data Strategy Decision Maker Inbound 111

Sales and Marketing Management

SEPTEMBER 4, 2018

It may be true that “sales is a numbers game”, but consider whether you need to buy/develop/cultivate more leads or if you have plenty of leads but need to qualify them better. Are you speaking to decision makers or gatekeepers or influencers? Sales automation. Sales operations. Sales enablement.

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Sales and Marketing Management

MARCH 26, 2018

Despite the plethora of martech and sales enablement technologies now on the market, most sales teams are still performing at sub-optimal levels. With all these new tools making a salesperson’s job easier, there’s no excuse for your sales team not to excel. Author: Peter Gillett, CEO and founder, Zuant.

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

Alice Heiman

DECEMBER 12, 2018

Rooted in Revenue : Sales Engagement = Buyer Enablement. What have you learned about Buyer Enablement, beyond the evolution of Sales Enablement? . If we’re going to enable our salespeople, we need to ENABLE them to help the buyer. If they can’t, we are failing at Sales Enablement. .

Social Media 91

Social Media Sales Cycle Gatekeeper Decision Maker 91

Mereo

JULY 14, 2022

According to a past Objective Management Group analysis , only 1% of salespeople new to sales — those often with the onus of sales development — can get past the shield of gatekeepers to access decision makers. Then use this information to create marketing campaigns and related sales enablement tools.

Decision Maker 36

Decision Maker Gatekeeper Ideal Customer Profile Analysis 36

Janek Performance Group

OCTOBER 17, 2022

The gatekeeper keeps dropping my calls into voicemail. Maybe I don’t belong in sales. These are thoughts we’ve all had during a sales rough patch. When sales are slow, it’s not an excuse to get down on ourselves. I listen with a notepad and write down keywords and phrases that I could re-write for sales.

How To 62

How To Hiring Journal Gatekeeper 62

Smooth Sale

JUNE 14, 2018

Persevering past the gatekeepers proved to be well worthwhile. Sales Tales that Educate and produce a Laugh! . Sales enablement tool focused on pipeline management, sales process & analytics. I have fond memories of working my way up through the corporate maze of an international company.

Gatekeeper 96

Gatekeeper Face-to-face Commission Hubspot 96

Zoominfo

APRIL 20, 2020

People are using their cell phones for business, and if your sales team has access to those numbers, they don’t have to deal with voicemails that are never checked or gatekeepers that won’t pass along their messages. Think about it. They are getting through. Work Together Stay connected in a remote world.

Pipeline 100

Pipeline Marketing Top of Funnel Hiring 100

PandaDoc

JUNE 4, 2019

The criticism of solution selling is that it doesn’t account for today’s hyper-informed buyer who subconsciously devalues the role of the sales rep due to their own access to information and research. Sales enablement needs to go much, much deeper than scripted communications.

Solutions Selling 72

Solutions Selling Decision Maker Case Study Ideal Customer Profile 72

Showpad

JUNE 24, 2019

While the enterprise sales definition isn’t clear cut, it’s widely understood that selling to large organizations is far more complex and requires a group effort to offer the best solutions. The bigger the company, the more gatekeepers reps have to go through to reach key stakeholders and decision makers throughout the sales process.

Enterprise 73

Enterprise Enterprise Scale How To 73

Hubspot Sales

MARCH 4, 2019

My journey in sales was anything but typical, but I learned three crucial lessons along the way: 1. A few decades ago, salespeople were gatekeepers of information. Some guidance is better than none, and playbooks are a crucial part of any effective sales process. There's no such thing as a typical salesperson anymore.

Hiring 98

Hiring Training Hubspot How To 98

Hubspot Sales

DECEMBER 23, 2022

Well-organized and intuitive — time is gold in sales, and sales enablement tools need to provide quick returns with limited effort … [I] have never used another sales tool that does this better,” Nick L. Apollo is a sales intelligence and engagement platform that enables prospect discovery, outreach, and management.

Tools 103

Tools Ideal Customer Profile Prospecting Intent Data 103

DiscoverOrg Sales

APRIL 11, 2016

Luckily, there are some steps you can take to replicate the benefits while you work to convince your senior leadership of the value of sales intelligence. Rather than spending your time navigating gatekeepers and hounding less-than-ideal leads, take a step back and be a bit more strategic.

Lead Rank 120

Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

Crunchbase

JUNE 16, 2023

What if there was a way to empower sales reps with visibility into a deal’s progress while allowing them to deliver a better buyer experience? A 2-for-1 sales enablement platform for both buyers and sellers can make a huge difference between closing deals or not. Here’s why. What does this mean for the buyer?

Sales Enablement 59

Sales Enablement Decision Maker How To Ideal Customer Profile 59

Showpad

JUNE 23, 2019

While the enterprise sales definition isn’t clear cut, it’s widely understood that selling to large organizations is far more complex and requires a group effort to offer the best solutions. The bigger the company, the more gatekeepers reps have to go through to reach key stakeholders and decision makers throughout the sales process.

Enterprise 40

Enterprise Enterprise Scale Gatekeeper 40

Salesmate

JULY 28, 2020

Why is my sales call bombing out? What is the best way to address gatekeepers and how can I leverage them to gain access to executive buyers? You’ll find anecdotes from actual sales calls in this book, that will show you exactly how to be more effective in all the stages of the sales process. Sales Enablement.

Lead Rank 103

Lead Rank Buyer Influencer Outbound 103

LeveragePoint

SEPTEMBER 21, 2018

As they define and improve their sales processes, sales teams often go to great lengths to characterize buyer stakeholders. The buyer personae that sales enablement professionals and consultants identify are sometimes highly specific to their business and their product. Gatekeepers. Characterizing Stakeholders.

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

Vengreso

NOVEMBER 1, 2019

This usually involved spending a lot of time creating an opportunity to “run into them” or nurture their gatekeepers so I would get some insight on how I could get in front of them. My other alternatives were to get resourceful and find another way. That was hard…and time-consuming.

Trade Show 72

Trade Show Referrals Segment Sales Qualified Lead 72

DiscoverOrg Sales

FEBRUARY 12, 2016

Oh yeah, the comprehensive and accurate contact data that comes with an excellent sales intelligence product, like DiscoverOrg’s, also helps you by-pass the gatekeepers and reach out directly to that new CIO to get your product front and center. If Acme Inc.

Hiring 120

Hiring Decision Maker Sales Cycle Vendor 120

ExecVision

APRIL 25, 2018

ConnectAndSell will get you past gatekeepers and phone trees, but if you skip pre-call research you’ll find yourself faltering in those crucial first seconds. Be sure your reps are well-versed in these four skills to maximize your ConnectAndSell ROI: Pre-Call Research.

Ideal Customer Profile 40

Ideal Customer Profile InsideView Cold Calling Maximizer 40

Sales Hacker

NOVEMBER 22, 2017

Validity/Verdict : Inefficient pipeline management and lead qualification is a common problem across sales organizations but should not constitute an excuse for poor performance. Instead, it should trigger an upgrade in methodologies, skill sets, inter-team synchronizations or sales enablement tools. My Leads Have Gone Dark.

Ideal Customer Profile 86

Ideal Customer Profile Cold Calling Lead Rank Sales Qualified Lead 86

Partners in Excellence

JULY 26, 2022

One expert community on sales and marketing used to email me a single daily update (I didn’t know why I needed updating daily, but I accepted it). It starts to build that personal connection–even with a gatekeeper. Now, so their messaging stands out, I get 4-6 email updates a day. No one else is doing it.

Ideal Customer Profile 82

Ideal Customer Profile Face-to-face Channels Gatekeeper 82

Sales Hacker

NOVEMBER 15, 2017

Gatekeeper. Gatekeeper is a person (e.g., Sales Acceleration. Sales Automation. Sales Cadence. Sales Champion. Sales Coaching. Sales Cycle. Sales Demo. Sales Development Representative. Sales Director. Sales Enablement. Sales Funnel. Sales Lead.

Lead Rank 99

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

Sales Hacker

MARCH 2, 2020

Sales Differentiation. Sales Engagement. Sales Engagement. Sales Enablement. The Sales Enablement Playbook. Enablement Mastery. Coaching Salespeople into Sales Champions. Sales Manager Survival Guide. The Ultimate Sales Machine. Sales Enablement. Elay Cohen.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

PandaDoc

AUGUST 18, 2022

The better your sales team knows the target customer, their needs, their challenges, etc., and exactly what your company has to offer them in terms of real value, then the easier the sales process will be. Enable your team to close deals. Boost productivity and grow customer base through sales enablement.

Sales Cycle 96

Sales Cycle Closing Ideal Customer Profile How To 96

DiscoverOrg Sales

MAY 7, 2019

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. And solid sales intelligence provides ensures you don’t get burned by churn. Content has misaligned messaging , distributed to the incorrect audience (or no audience at all).

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

DiscoverOrg Sales

APRIL 3, 2018

The problem: Gaps, redundancy, and a disjointed sales tech stack. How many tabs your average sales person have open on their computer? A sophisticated sales department has no lack of sales enablement platforms. When the sales department doesn’t trust the data, they stop trying to keep records updated.

SalesForce 33

SalesForce Data System Sales Operations 33