Zoominfo

JULY 18, 2022

They often maintain a small army of people to deal with all these demands, which means that the best way to approach a CFO is getting in touch with and gaining the confidence of these gatekeepers. Research the Gatekeeper The final research piece is the gatekeeper of the CFO’s calendar. How Do I Get a CFO’s Attention?

Gatekeeper 130

Gatekeeper Social Media How To ROI 130

No More Cold Calling

OCTOBER 1, 2020

Joanne joins Tony Morris to share her referral journey and explain how sales teams can tap into their referral networks to fill their pipelines with qualified leads. Dylis and Joanne discuss how to get introductions to the type of clients you love working with, avoiding gatekeepers, and why prospects don’t call you back.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Mr. Inside Sales

MARCH 19, 2022

And as a manager, imagine how much more effective your sales meetings would be if you featured recordings during your one-on-ones and sales training sessions? I know we’re all busy, but imagine if you put your phone down for half an hour a day and invested that time in listening to your calls instead?

Hiring 156

Hiring Face-to-face Inside Sales Gatekeeper 156

No More Cold Calling

JULY 13, 2021

Explain why you want to get a meeting with the decision maker, and learn about your prospect’s business and issues. When you receive a referral introduction, you breeze past gatekeepers and walk right into meetings with your prospects. Your referral sources can provide intel that you won’t get anyplace else.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

MARCH 10, 2011

Bring up the subject of cold calling with a group of sales people and you are assured of a lively conversation as they lament about the challenges associated with this task. It can be frustrating dealing with gatekeepers, receptionists, and executive assistants. So, what does this mean for you, the sales professional?

Cold Calling 279

Cold Calling Company Gatekeeper Decision Maker 279

Mr. Inside Sales

AUGUST 30, 2019

Part of a salesperson’s training comes from nose-to-nose selling; in sales, there is no substitute for practical experience. But an integral part of one’s training comes from books, recordings, sales meetings and training courses. “If Who Should Attend?

Education 139

Education Face-to-face Inside Sales Gatekeeper 139

Selling Energy

MARCH 16, 2021

Getting a meeting with a CEO, CFO or anyone else at the C-level can be challenging. I can tell you that you’re not going to get to them by using a fake ID badge or sneaking past the gatekeeper. However, you will by making a thoughtfully crafted and genuinely compelling case for a meeting.

Meeting 52

Meeting Gatekeeper How To Sales Meeting 52

Sales Hacker

APRIL 19, 2021

As a sales rep, prospects will constantly ask, “Can you please send me more information?” This is the rep’s chance to present their sales material. As a candidate applying to a sales job, gatekeepers and hiring managers alike will ask you that same question, “Can you please send me more information?” Close the meeting.

Hiring 71

Hiring Gatekeeper Territories Sales Cycle 71

Chorus.ai

NOVEMBER 19, 2019

But can cold calls be assessed and coached in the same way as a sales meeting? Let’s Think About the Differences Between a Cold Call and a Meeting Data based on 5M+ sales calls from the State of Conversation Intelligence tells us that on a cold call: You only have a few seconds to “make it or break it”.

Cold Calling 50

Cold Calling Meeting Conversion Gatekeeper 50

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

Your Sales Management Guru

MARCH 9, 2013

The book is sub-labeled “Essential Scripts and Strategies to Skyrocket Sales Performance” and it delivers on that statement. Wendy broke the book into segments; Cold calling in the 21 st Century; Gatekeepers, Voice Mail and Email. Introductory Appointment Setting Scripts. Selling Entirely Over the Phone.

Handbook 78

Handbook Prospecting Cold Calling Gatekeeper 78

InsideSales.com

OCTOBER 23, 2019

Cold calling the CEO is difficult, but not impossible — if you know how to structure your pitch and how to get past gatekeepers. At Abstrakt , we’ve scheduled more than 100,000 B2B sales meetings in the last eight years, so we have unique insight and hundreds of thousands of hours put into mastering this skill.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

Gong.io

SEPTEMBER 26, 2022

What is remote sales? Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Instead of traditional in-person sales meetings, the salesperson and the prospect are in different places such as their home or work. Understanding deal risks.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

ExecVision

OCTOBER 22, 2019

That is until some sales reps take it over the top. Salespeople using the “you’re perfect” technique dole out compliments like candy during sales meetings. Cold calls represent one of the more difficult parts of the sales process , but the majority of companies and reps still use the strategy every day. Praise is great!

Strategy 40

Strategy Cold Calling Sales Qualified Lead Call-back 40

Gong.io

SEPTEMBER 19, 2022

Purchasing decisions often involve multiple stakeholders — some are gatekeepers who are simply passing along information, while others have the final say. For example, if you’ve finished an introductory sales meeting, the next logical step is to set up a demo. Authority: Are they a decision-maker?

Sales Qualified Lead 62

Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

LeadFuze

JANUARY 14, 2021

Appointment setting is a sales development activity where specialized reps follow-up on top of funnel leads or do cold calling. An appointment setter’s goal is to schedule a sales meeting between a potential client and a closing sales representative. Overcoming gatekeepers! What Does An Appointment Setter Do?

Lead Generation 52

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 52

Sales Training Advice

JULY 21, 2011

If you can refine your cold calling, you’ll get past gatekeepers more effectively, leave more compelling messages, gather more relevant information, and close more first appointments. Lee is a frequent speaker at national sales meetings and association events. And who doesn’t want to do all those things?

Cold Calling 42

Cold Calling Decision Maker Gatekeeper Referrals 42

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

Sales Training Advice

AUGUST 17, 2012

Chances are at some point in your career, you have experienced one or all of the following emotional and physical impacts of a sales slump. You dread going to sales meetings because your low numbers are embarrassing. Your thoughts continually drift to what else can possibly go wrong, and it turns into a self-fulfilling prophecy.

Quota 49

Quota Gatekeeper Coaching Cold Calling 49

Sales Training Advice

DECEMBER 31, 2009

It takes finesse to deal with receptionists, gatekeepers and executive assistants. It takes multiple attempts and a bulldog sense of persistence to finally connect with decision makers. . __ Kelley Robertson, sales trainer & author of The Secrets of Power Selling helps sales professionals close more sales with less effort.

Cold Calling 44

Cold Calling Decision Maker Telemarketing Proposal 44

Marc Wayshak

JANUARY 5, 2022

so you’re going to get stuck talking to a gatekeeper. It’s the little things that superstar salespeople do each day that lead to huge success in sales , so learn what they do and follow their lead. Start by making your sales calls early in the day. Next, make face-to-face meetings a priority. than they are by 10 a.m.

Face-to-face 102

Face-to-face Gatekeeper Sales Qualified Lead Call-back 102

Chorus.ai

NOVEMBER 24, 2020

The purpose of a cold call is to land a meeting, from which point you can really sell your potential customers on your value proposition and get the sales process moving in earnest. There are a number of specific things that sales reps can do during a cold call in order to increase the likelihood of a scheduled sales meeting.

Cold Calling 62

Cold Calling Meeting Gatekeeper Decision Maker 62

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

Marc Wayshak

NOVEMBER 11, 2020

You’ll be amazed at how it will increase your self-esteem as a salesperson, along with your effectiveness during the sale itself. In another great scene from Tommy Boy , right before Tommy and Richard walk into the sales meeting, they have this hilarious exchange: Richard: “Now it’s sale time. and end the meeting.

Call-back 62

Call-back Cold Calling Hiring Gatekeeper 62

Sales Hacker

SEPTEMBER 24, 2018

What if sales reps can really harness the full potential of the pricy software tools we thought would turn us into sales superstars? Goodbye missed quotas; hello sales engagement!). When science and sales meet, sparks fly. Technology is not the only factor that radically alters the practice of selling.

Scale 80

Scale SalesForce Consumer Gatekeeper 80

PandaDoc

AUGUST 18, 2022

All this information can be neatly summarized on a battle card so your sales team has easily digestible information they can reference quickly before sales meetings. Use supporting data points such as testimonials, stats, or other relevant data as much as possible. Question-based battle cards. Target customer profile.

Sales Cycle 96

Sales Cycle Closing Ideal Customer Profile How To 96

Sales Training Advice

JUNE 10, 2013

Once you’re connected in some way, using your social network to send direct messages may get past gatekeepers when nothing else will. She is a Prospect Attraction Expert, president of KLA Group , and author of the newly released book The Sales Magnet. Lee is a frequent speaker at national sales meetings and events.

Prospecting 70

Prospecting Strategy Social Media Cold Calling 70

Cience

NOVEMBER 20, 2019

They value the unique opportunities that conferences and trade shows provide for networking, strengthening the brand, creating awareness, and meeting potential clients in the flesh. Not only do we participate in events, but we also help our clients leverage event sales meetings to full potential. When talking to a gatekeeper.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

Sales Hacker

MARCH 2, 2020

By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. The New Handshake: Sales Meets Social Media. Unfortunately, as a whole, sales professionals have been slow to embrace the new technology. Curtis and Barbara Giamanco. Combo Prospecting.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Rob Jolles

DECEMBER 22, 2022

But to answer your question about how I got into sales training, it’s typical for many of us in selling one Saturday morning at the sales meeting, my sponsor in Holiday Magic Cosmetics than the largest M MLM direct sales company in the world. That’s a sale. So anyway, I still sell. She judged.

Gatekeeper 52

Gatekeeper Call-back Up-Sell Hiring 52

Sales Training Advice

AUGUST 7, 2012

You learned how to create relationships with gatekeepers so they’d schedule appointments for you. But lately, many sellers are so busy rushing to get through the calls that they miss an objection, don’t bother with a gatekeeper, or simply stop following up. Lee is a frequent speaker at national sales meetings and association events.

Gatekeeper 46

Gatekeeper Objections Negotiation Prospecting 46

Sales Training Advice

FEBRUARY 2, 2010

After the third call approach the gatekeeper to schedule a time scheduled on the prospect’s calendar. If all you do is spew on about your offerings, you didn’t meet your commitment from your voicemail and you’ll never get a second chance. Lee is a frequent speaker at national sales meetings and association events.

Opportunity 42

Opportunity Gatekeeper Proposal Cold Calling 42

Chili Piper

APRIL 13, 2020

You are also in a position to potentially skip any gatekeepers by getting a direct introduction (which makes all aspects of the sales process easier). Connect sales and marketing – Convert leads into meetings by synchronizing the efforts of the sales and marketing teams.

Sales Qualified Lead 107

Sales Qualified Lead Meeting Lead Rank Lead Scoring 107