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

No More Cold Calling

MARCH 16, 2017

Shorten their sales process. Bypass the gatekeeper. Reduce the cost of sales. Convert sales prospects to clients 70 percent of the time. Strike a Balance Getting Qualified Sales Leads. When salespeople receive referrals, they: Get every meeting with one call. Ensure every lead is qualified.

Sales Qualified Lead 232

Sales Qualified Lead Cold Calling Lead Rank Lead Scoring 232

ExecVision

JUNE 13, 2019

To further illustrate what call dispositions might look like, here are three examples from organizations with different sales motions: Outbound Prospecting (Cold Calling). Gatekeeper. Connected – Gatekeeper or Future Follow Up. Full Sales Cycle. Gatekeeper (Admin, S/B, Other Person). No Answer; No Voicemail.

Report 40

Report Sales Qualified Lead Gatekeeper Outbound 40

Pipeliner

MAY 26, 2018

Sales is a skill that needs to be taught and consistently learned. We think it is not rocket science to understand how to do things like get past the gatekeeper, ask the right questions and close the deal. More often than not, when a team cannot sell or won’t sell the biggest issue is lack of sales leadership.

Face-to-face 49

Face-to-face Gatekeeper Revenue Negotiation 49

Klozers

JUNE 10, 2014

B2B Sales Insights Delivered Straight To Your Inbox We don''t send out canned marketing emails every day or week asking you to buy something. We do send out updates, round ups and information on our latest Sales Leadership topics which is what we are known for.

Gatekeeper 50

Gatekeeper Cold Calling Buyer Discount 50

Alice Heiman

DECEMBER 12, 2018

The 8 elements of the complex B2B sale . Tactics to conquer the complex sale – from prospecting to closing . How to deal with multiple decision makers and gatekeepers . Ways to shorten the sales cycle for complex sales. Here are some of the topics covered: .

Social Media 91

Social Media Sales Cycle Gatekeeper Decision Maker 91

No More Cold Calling

FEBRUARY 29, 2016

But that almost never happens, because CEOs and other senior decision-makers have a powerful weapon at their disposal—their trusty gatekeepers. Many salesmen and saleswomen would give their right arm for a chance to bypass all the middlemen and talk directly to the CEO. These assistants will shut cold callers down without a second thought.

Referrals 120

Referrals Incentives Incentive Cold Calling 120

Braveheart Sales

MARCH 30, 2021

With all the electronic and human gatekeepers in their way, salespeople need to be experts at navigating the maze. The solution might not be as easy as instructing salespeople to call on decision-makers. Here are three reasons why. Decision-makers are harder than ever to reach. That is easier said than done.

Decision Maker 52

Decision Maker Gatekeeper Call-back Groups 52

Braveheart Sales

MARCH 30, 2021

With all the electronic and human gatekeepers in their way, salespeople need to be experts at navigating the maze. The solution might not be as easy as instructing salespeople to call on decision-makers. Here are three reasons why. Decision-makers are harder than ever to reach. That is easier said than done.

Decision Maker 52

Decision Maker Gatekeeper Call-back Groups 52

Anthony Cole Training

APRIL 15, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 174

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 174

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

Openview

JANUARY 18, 2018

Look for situational sales training material too. How does your top performer approach a gatekeeper? This creates a healthy sales culture focused on self-improvement and performance. There are two styles of sales leadership in the world – spreadsheet managers and coaches. Prospecting and Building Rapport.

Lead Rank 104

Lead Rank Lead Scoring Coaching B2B 104

Klozers

JUNE 10, 2014

14) CRM  an unpleasant blackhole where B2B Sales People can never find anything useful, so much so, that some completely avoid it. 18) Discovery Questions -questions that allow B2B Sales People to catch breath in between features and benefits. 20) Ears  where Sales People hang sunglasses.

B2B 51

B2B Hiring Top of Funnel Social Media 51

LeveragePoint

OCTOBER 5, 2018

The Question for Sales. What do you want your sales teams to say when they are in front of the customer? It’s an urgent question to ask as sales leadership plans next year’s sales meetings. Value Propositions – ABS Tools for Better Sales Performance.

Account Based Marketing 20

Account Based Marketing Account Case Study Marketing 20

Cience

JULY 9, 2020

Gatekeeper. How to Handle Objections In Sales Calls. Process – The SDR’s daily routine ; – Number of dials per day/ per prospect; – Sales intelligence; – Work with software; – Personalization and value generation; – Analysis of the phone calls; – Reporting; – Looking for new prospecting and calling techniques. Gatekeeper.

Cold Calling 79

Cold Calling Ideal Customer Profile Hiring Decision Maker 79

DiscoverOrg Sales

JUNE 2, 2016

Sales Development: More Momentum, More Meetings. You probably don’t need me to explain the value of direct dials, but just in case, two words: circumventing gatekeepers. I’m guessing your SDRs log A LOT of call time. The more direct dials your SDRs have access to, the better.

B2B 120

B2B Hiring Ideal Customer Profile Sales Qualified Lead 120

InsideSales.com

JUNE 26, 2020

Cold calling any CEO is difficult, but not impossible — if you know how to structure your pitch and how to get past gatekeepers. Chiefs set company strategy, make higher-stake decisions, and ensure that day-to-day operations support the organization’s tactical goals.

Inside Sales 98

Inside Sales Cold Calling ROI Call-back 98

Sales Hacker Training

SEPTEMBER 5, 2018

Courses include: Sales leadership. Sales training. Its sales skills programs cover various areas such as: Account management. Dealing with gatekeepers. Promising high performance through cultural and behavioral transformation, Cohen Brown provides specialized consulting and training services. Workflow management.

Training 103

Training Scale Lead Qualification Lead Rank 103

Score More Sales

AUGUST 9, 2012

As a very successful inside sales rep, I never bullied the receptionist or gatekeeper, and even today, when need be, we pick up the phone and usually always reach our intended party. If you see other Infographics or fun ways to educate front-line sales people and sales leadership, please send them our way.

InsideView 214

InsideView Cold Calling Gatekeeper Webinar Metrics 214

Sales Hacker

MARCH 2, 2020

Hall-of-fame-nominated marketer and Wall Street Journal cartoonist Stu Heinecke discovered that he could get past traditional gatekeepers and reach those elusive executives by thinking outside the box and using personalized approaches that he calls “contact campaigns.”. Unleash an incredible combination of old and new sales strategies.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

No More Cold Calling

FEBRUARY 25, 2018

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. Read “ Learn How to Get the Gatekeeper on Your Side.”). That’s the question I asked more than 500 sales pros. It turns out the president was right.

Referrals 153

Referrals Gatekeeper Sales Qualified Lead Cold Calling 153

Zoominfo

MAY 23, 2022

But at the same time, it’s not clear how you get there,” says Matt Rohr, a sales enablement manager at ZoomInfo. Instead of an industry-standard learning curve that’s part gatekeeping and part gladiator contest, ZoomInfo sales leaders got together to revamp the way SDRs are trained, from onboarding all the way to opportunities for promotion.

Training 130

Training Hiring Scale Promotion 130

DiscoverOrg Sales

SEPTEMBER 12, 2018

So your sales leadership team says, “I’m going to spend a little bit of money on a list.” But you’ll have to call through the switchboard, so you’ll get a gatekeeper whose job is to make sure that you’re not going to waste that decision-maker’s time. A day in the life. Guessing email addresses.

Retention 185

Retention Data Video Gatekeeper 185

Tony Hughes

MARCH 13, 2018

I recently did a post on cycling and sales leadership on here that was well received. There are still longer sales cycles for closing six and seven figure deals fully inside in social. What if you're just starting out? Well you're probably an expert in some facet of your life so mash-up insights based on that in your posting?

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63