Showpad

JUNE 23, 2019

The bigger the company, the more gatekeepers reps have to go through to reach key stakeholders and decision makers throughout the sales process. It can take months or even years to complete an enterprise sales cycle. Selling an enterprise solution that scales.

Enterprise 40

Enterprise Enterprise Scale Gatekeeper 40

Cincom Smart Selling

OCTOBER 4, 2016

Sales automation is driven by selling tools like customer portals, ecommerce websites, sales configurators and guided selling software. CPQ is the vital link between the sales rep and the experts at corporate. Selling Tools for Sales Automation. In the old days, Sales had a product they wished to sell.

Sales Automation 78

Sales Automation Gatekeeper Software Software 78

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.” And do not forget to check out our sales messaging playbook.

Cold Calling 59

Cold Calling Quota Call-back Gatekeeper 59

Hubspot Sales

MARCH 4, 2019

A unique tension exists in the transition from individual salesperson to sales manager that can lead to ineffective coaching. I often work with new sales managers who think, "If these tactics and scripts worked for me, they'll work for my team." A few decades ago, salespeople were gatekeepers of information.

Hiring 98

Hiring Training Hubspot How To 98

LeadFuze

DECEMBER 31, 2021

Our sales manager does not seem to be aware of what is going on in the world. The gatekeeper wont let me through the door to talk to the CTO. The customer is happy with their current vendor. They were looking for proposals from vendors who compete with each other. Variants: My quota is insane.

Cold Calling 52

Cold Calling Lead Rank Sales Qualified Lead Hiring 52

The Brooks Group

OCTOBER 3, 2017

A multi-person decision making unit (also known as the DMU) is often used to ensure the best vendor is selected, as well as to spread out the risk involved with making an important decision. Gatekeeper. It’s your salesperson’s job to identify these roles quickly, and adjust their approach accordingly.

Decision Maker 49

Decision Maker How To Motivation Gatekeeper 49

Sales Training Connection

MARCH 19, 2012

Let’s assume you’re a sales manager and the VP of Sales has just suggested that something needs to be done about improving the effectiveness and efficiency of your sales team, ending with “seeing some results in 3 or 4 months would be great.”. Or, the competition may simply “be in line” for getting a sale.

Lead Qualification 115

Lead Qualification Lead Rank Lead Scoring Leads 115

Sales Hacker

NOVEMBER 22, 2017

Our sales manager is living on another planet. The stingy gatekeeper won’t let me talk to the CTO. The prospect likes their current vendor. They were just soliciting proposals from competing vendors. In sales, that translates to the “floor,” where sales reps do much of the heavy lifting.

Ideal Customer Profile 86

Ideal Customer Profile Cold Calling Lead Rank Sales Qualified Lead 86

Sales Training Advice

JULY 24, 2011

The lack of hitting a sales sweet spot wastes time frustrates sales managers and their sales representative and most of all causes buyers remorse. The short game requires sales professionals to focus less on the inward side of selling such as features and units while providing more articulation of value.

Vendor 44

Vendor Gatekeeper Referrals Buyer 44

Tony Hughes

FEBRUARY 22, 2018

For Millennials and others looking to leverage LinkedIn or Sales Navigator at the core of your strategy, I would highly recommend dropping everything and reading Neil Rackham 's books like SPIN Selling. Wouldn't it be nice to manage the KPIs that can actually be managed and leverage the sales activities that actually lead to revenue outcomes?

Social Selling 66

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

LeveragePoint

SEPTEMBER 21, 2018

A Forrester survey of buyer executives found that the first vendor to communicate a vision of value wins the business three quarters of the time. Is an individual stakeholder a decision-maker, a key recommender, a champion, an organizer, an evaluator, an influencer, a user or a gatekeeper? Gatekeepers. Organizers.

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

Chorus.ai

NOVEMBER 24, 2020

Cold calling is defined as any unsolicited sales call. After rigorous prospecting to determine the companies (and decision-makers/gatekeepers) to approach, your sales reps will pick up the phone. Not all sales reps will have an identical relationship with a sales script.

Cold Calling 62

Cold Calling Meeting Gatekeeper Decision Maker 62

Cience

NOVEMBER 20, 2019

They emphasized that underperforming vendors concentrate their efforts on data collection (“badge scans”) and lead scoring, treating fellow attendees like numbers instead of approaching them as people — missing in action are sales basics like establishing rapport, generating value, and simply talking. Do sales intel!

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

Sales Hacker

NOVEMBER 15, 2017

This practical sales glossary is meant for anyone in sales who needs to refresh their memory on the most commonly used sales terms – especially new reps who are still learning the playing field. We’d also recommend this guide for any sales managers or business development leaders who are on-boarding new reps.

Lead Rank 99

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

Sales Hacker Training

SEPTEMBER 5, 2018

The company’s training solutions aim to transform sellers into sales professionals who can orchestrate the desired outcomes for both buyers and vendors. Among other offerings, there are robust training programs for inside sales, field sales, telesales, and sales coaching for managers. 7) Brian Tracy.

Training 103

Training Scale Lead Qualification Lead Rank 103

Tony Hughes

MARCH 13, 2018

Just reading Jonathan Farrington's statistic that, 'the average quota attainment in B2B sales is below 60%,' prompts me to lay out a blueprint on how to fix it. There are still longer sales cycles for closing six and seven figure deals fully inside in social. Multi-step email and outreach campaigns.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63