Hubspot Sales

MARCH 11, 2019

Reps were gatekeepers to information and controlled the buying process. That being said, only hiring athletes — individuals who can learn a playbook and manage a tight, repeatable sales process — reinforces a one-size-fits-all approach.

Hiring 87

Hiring Ideal Customer Profile Customer Hubspot 87

Sales Hacker

APRIL 19, 2018

6) Not Using Sales Tools Provided to You. Your company has invested huge sums of money in sales methodologies and the best sales tools —use them! Build close plans on all the big deals to show you understand the customer’s internal gatekeepers , procurement processes, compelling events and dates.

Ideal Customer Profile 84

Ideal Customer Profile Forecasting CRM Sales Qualified Lead 84

Sales Hacker

NOVEMBER 22, 2017

The stingy gatekeeper won’t let me talk to the CTO. We have mismatched skills and roles in the sales team. We don’t even use the right sales methodology. Consider also whether economic shifts have influenced other buyer demographics into finally considering your solutions. My Leads Have Gone Dark.

Ideal Customer Profile 86

Ideal Customer Profile Cold Calling Lead Rank Sales Qualified Lead 86

Sales Hacker Training

NOVEMBER 6, 2019

There are a million different sales methodologies out there, but there’s only one you. Don’t be afraid to experiment with new tactics and test out different talk tracks, but make sure you filter it through your own sales style. Brooke Bachesta. SDR Manager at Outreach. Be your authentic self.

Hiring 79

Hiring Demand Generation Agencies Up-Sell Hubspot 79

Hubspot Sales

JANUARY 5, 2021

If the gatekeeper is having a bad day, they might not let you through no matter how persuasively you frame your request. That might mean taking a call at 8 p.m. because that’s when the prospect is free — or getting to the office at 6 a.m. to do some extra prep for an important deal. They focus on the factors within their control.

Face-to-face 141

Face-to-face Remedy Gatekeeper Up-Sell 141

Hubspot Sales

NOVEMBER 21, 2018

Gatekeeper: Blocker in getting a product implemented or approved. Decision maker: gives final approval for the purchase. Buyer: Owns the budget. Approver: Final approver who pushes the initiative on a larger scale (typically someone in the C-suite). These roles vary based on the product, industry, and vertical you’re selling to.

Paid Content 133

Paid Content Top of Funnel Lead Rank Webinar Metrics 133

Hubspot Sales

AUGUST 21, 2023

Qualification: The sales rep learns more about the company, their customers’ pain points , and asks questions to see if they meet the basic requirements to purchase the product (BANT is a popular sales qualification method but several other sales methodologies are used to qualify).

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Sales Hacker

MARCH 2, 2020

Applying a sales methodology to your selling gives you a tried and true advantage, and enables you to plan your work and work your plan. Among the popular methodologies, this happens to be a favorite. Unleash an incredible combination of old and new sales strategies. Combo Prospecting.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Chili Piper

APRIL 13, 2020

If you and your team aren’t already doing regular sales training, it’s time to change that. Things like improved telephone skills, exploring different sales methodologies (this ties into tip #4), or even public speaking training. Create a training schedule that addresses all stages of the process.

Sales Qualified Lead 107

Sales Qualified Lead Meeting Lead Rank Lead Scoring 107