Zoominfo

JULY 18, 2022

One of the primary rules of sales is to talk to someone who has the power to make a buying decision. 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. Start with social media accounts.

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Gatekeeper Social Media How To ROI 130

Pipeliner

AUGUST 18, 2018

Most of us aren’t lucky enough to have a gatekeeper. What is a gatekeeper in sales? A gatekeeper (at the risk of using an outdated term) is the person designated to keep a protective barrier or ‘screen’ around important or ultra-busy people. Sales People Report that One of Their Top Challenges is Accessing Top Executives.

Gatekeeper 61

Gatekeeper Social Media Guarantee Territories 61

LeadFuze

DECEMBER 30, 2019

They usually have people employed to take their calls to filter out sales reps and anyone else not deemed to be directly important. These are the Gatekeepers. Your sales success depends on knowing how to get past the gatekeeper. You will need to find a way past the gatekeeper. Befriend the gatekeeper.

Decision Maker 52

Decision Maker Gatekeeper Social Media How To 52

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs are still missing quota en masse. Try this instead. That’s a fact. Have We Met?

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Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

MAY 25, 2023

One marketing platform or sales enablement app? Stand Out to Meet Quota None of this would matter if sales reps were meeting or exceeding quota, if their pipelines were qualified and their projections accurate, and if they had only committed and loyal clients. But that’s not happening in most sales organizations. That’s pitiful.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

Janek Performance Group

DECEMBER 20, 2023

Prospecting is one of the most fundamental sales skills. All sales organizations need new business. However, as the sales environment shifts, sellers must update how they prospect. Also, get on the prospect’s social media before sending a direct message. Industries and sales environments differ.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

Mr. Inside Sales

JUNE 12, 2018

Discover cold calling tips, best practices and techniques to avoid and learn ways that really work on how to make effective B2B cold calls for sales. But just ask account managers and inside sales managers if they still have to prospect and cold call to develop leads and they’ll tell you absolutely! So, what gives? And use, “please.”

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Cold Calling Gatekeeper How To Social Media 162

Mr. Inside Sales

FEBRUARY 20, 2021

Because of the advent of email and then text, and certainly social media, we’ve all become conditioned to respond whenever we think about it, feel like it, or remember it. If I’m not interested in speaking with the countless sales reps who contact me, then I simply don’t respond. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 271

Face-to-face Call-back Gatekeeper Decision Maker 271

No More Cold Calling

AUGUST 23, 2018

It’s not, because that’s not what social media is for. What Is Social Selling? . Social selling is a misleading term. Done right, it doesn’t actually involve selling, which is good, because no one wants to be sold to on social media. Why Is Social Selling Important? 5 Social Selling Don’ts.

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Social Selling Social Media Referrals Lead Rank 218

No More Cold Calling

MARCH 16, 2017

It can take eight to 14 touches to just to reach a prospect who isn’t expecting a call from your sales rep. There has to be an easier way to score qualified sales leads! Cold calling is a demeaning sales tactic and an inefficient way to generate qualified sales leads. They’re the reason sales gets a bad name.

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Sales Qualified Lead Cold Calling Lead Rank Lead Scoring 232

No More Cold Calling

JULY 13, 2021

There are two parts to the sales process: Part One: Getting meetings with decision makers. The biggest challenge for sales teams is seller access , according to Gartner’s recent report, The Chief Sales Officer’s Leadership Vision for 2021. Attempting to reach decision makers you don’t know on social media is just as pointless.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Mr. Inside Sales

MAY 31, 2021

Picking up the phone and making “cold calls” has never been easy, and this has prevented many reps from making the calls that can make them more sales and more income. Instead, reps these days tend to spend more time communicating on social media and sending emails. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 180

Face-to-face Cold Calling Call-back Gatekeeper 180

No More Cold Calling

MAY 28, 2017

Sales is not about clicking buttons and adding a myriad of contacts to your profile. Sales is still about people buying from people, especially in account-based sales, where relationships are the key to land and expand within client enterprises. Coincidentally, I met Tim on social media. Asking for referrals?

Referrals 136

Referrals Gatekeeper Social Media Cold Calling 136

No More Cold Calling

JANUARY 29, 2020

I’m not looking forward to stepping out of my sales comfort zone this year, but I must. Sure, I can learn it, but it’s not in my sales comfort zone, and it’s not exciting for me. That said, I’ve committed to getting out of my sales comfort zone this year, and that means confronting my technology aversion head on. Let me know.

Referrals 156

Referrals Gatekeeper Hiring Sales Qualified Lead 156

Janek Performance Group

FEBRUARY 6, 2024

In sales, preparation is the steps taken to understand prospects and clients at each stage of the sales process. Yet, research in LinkedIn shows 70 percent of B2B buyers think sales reps are not adequately prepared. It’s a hallmark of “typical” salespeople and sales stereotypes. All sales organizations qualify prospects.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

Zoominfo

OCTOBER 21, 2021

Every business needs to fill its sales funnel with qualified leads, convert those leads into customers, and retain paying customers for the long term. What makes the difference between a high-performing sales funnel and one that isn’t ready for the needs of a modern B2B sales motion? Awareness Stage 2. Interest Stage 3.

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Top of Funnel Funnel Sales Qualified Lead Data 130

No More Cold Calling

JANUARY 24, 2019

percent of sales reps made quota last year. Cold calling doesn’t address the top two challenges that sales teams face. Regardless of the way you reach out—via email, social media, text, direct mail, or even a knock on the door—prospects are cold as ice unless they know who you are and expect to hear from you.

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Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Sales and Marketing Management

DECEMBER 11, 2017

Author: Mike Scher If your sales teams reduce their outreach during the holiday weeks because they think anyone who matters is on vacation, they shouldn’t. Data has shown that the best sales-booking days of the year are holiday weeks. Sales reps presume key players won’t be around so they spend their time organizing internal documents.

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Gatekeeper Decision Maker Social Media Quota 224

No More Cold Calling

JUNE 7, 2018

I’ve just returned from three conferences, and the #1 challenge I heard sales pros repeat again and again was how to get leads in the pipe. Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs still aren’t making quota.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

Mr. Inside Sales

JANUARY 23, 2020

Then ask yourself: if your phone were taken away, would it affect your sales? Disconnect your phone for a month and see if your sales suffer. If you’d like to get better at prospecting, considering joining our 7-week, online inside sales training that starts this afternoon at 1 pm EDT. appeared first on Mr. Inside Sales.

Cold Calling 180

Cold Calling Real Estate Sales Qualified Lead Face-to-face 180

No More Cold Calling

MARCH 1, 2018

Which do you trust more—the lead generation data manufactured by sales technology tools and artificial intelligence, or your intuition, which is generated by years of experience and your emotional intelligence? There actually was a time before the internet, before social media, before apps, and before sales technology tools.

Lead Generation 249

Lead Generation Leads Marketing Qualified Lead Data 249

SBI Growth

AUGUST 16, 2012

As a quota carrying sales rep, you have a number to hit. Sign up for the Tour to learn how your peers are promoting themselves and driving sales this year and next. The reality is that B2B buyers today will progress almost 60% of the way through the buying cycle before they ever engage a sales rep. The year is well under way.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. It's the jumping-off point for every closable deal — and doing it effectively can be the difference between maintaining a steady stream of productive opportunities and your sales process never getting off the ground.

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Ideal Customer Profile B2B Prospecting Gatekeeper 96

No More Cold Calling

JULY 20, 2017

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. They believe the fastest ways into the C-suite are digital: targeted emails, cold calls , social media outreach, and inbound marketing automation. and try every ploy to get around the gatekeeper.

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Account Referrals Lead Generation Cold Calling 285

The Center for Sales Strategy

JULY 16, 2019

Often, the lone source of the YES to the solutions you sell, connecting with the elusive decision maker can be mission impossible and derail a sale before it gets started. Plus, these folks are not as active on social media and are surrounded by gatekeepers. What to do, oh what to do?

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Decision Maker Meeting Gatekeeper Face-to-face 72

Steven Rosen

OCTOBER 27, 2015

Successful sales people and sales organization understand the key to success is generating new business. Yet, many people have opted for using only passive approaches to prospecting namely social media. There is simply no getting around the brutal fact that the #1 reason for failure in sales is prospecting.

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Gatekeeper Social Media Banking Call-back 120

Autoklose

JANUARY 22, 2024

You might be confused about the best way to reach out to a customer or find yourself struggling to define go-to sales strategies that bring results. Don’t let that frighten you, as many sales tactics are actually hard-rooted in sales management by being extremely effective no matter what year it is. Mind the Sales Experience 13.

Lead Rank 52

Lead Rank Lead Scoring Strategy Hiring 52

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Sales enablement tools like CRM platforms help increase sales velocity.

Lead Rank 52

Lead Rank Examples Ideal Customer Profile Lead Scoring 52

SalesLoft

JUNE 26, 2018

Sales revolves around creating conversations. LinkedIn is the most extensive professional social media website in the world with over 500 million users worldwide. In fact, 82% of prospects are reachable through social media. Bypass Gatekeepers. Gatekeepers have an important responsibility.

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Outbound Gatekeeper Strategy Decision Maker 52

eGrabber

JULY 31, 2023

If you have their email address, you can bypass gatekeepers and send them your message directly. This can eventually lead to sales opportunities in the future. They typically work by searching public records, social media profiles, and company websites. It can also be used to find email addresses for other professionals.

Decision Maker 52

Decision Maker Social Media How To LinkedIn 52

eGrabber

JULY 31, 2023

If you have their email address, you can bypass gatekeepers and send them your message directly. This can eventually lead to sales opportunities in the future. They typically work by searching public records, social media profiles, and company websites. It can also be used to find email addresses for other professionals.

Decision Maker 52

Decision Maker Social Media How To LinkedIn 52

Mr. Inside Sales

SEPTEMBER 14, 2015

I received an email from a reader who said that he sometimes gets the objection from the gatekeeper of, “I am sorry but he/she does not take outside calls, he/she only responds to emails.” These are a variety of responses you can use to get past the gatekeeper and on to your decision maker.

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Prospecting Gatekeeper Decision Maker Call-back 120

No More Cold Calling

MAY 24, 2011

Sales Bookshelf. Home » Hire Joanne As Your Outsourced VP of Sales-->. Hire Joanne As Your Outsourced VP of Sales. You need more great clients, more sales, and your sales process and sales strategy need work. You either have too many other things to do, or you just don’t know sales. Contact Us.

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Cold Calling Outsourcing Services Hiring Top of Funnel 212

No More Cold Calling

OCTOBER 29, 2017

No, Halloween isn’t so scary, but account based sales can be. Sales leaders and their teams have lots of fears: “We have a quota looming over our heads. Find out how in my blog posts from this month: Why Your Account Based Sales Team Will Never Be Good at Referrals. Sales leaders, here’s what you’re up against.

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Referrals Cold Calling Webinar Metrics Direct Mail 159

Salesmate

FEBRUARY 21, 2020

B2B sales is undoubtedly a tough nut to crack. You need to stay focused, get past the gatekeepers, connect with the right decision-makers, and convince them to meet you. Effective B2B appointment setting tips to get more sales meetings. You shouldn’t be the one only speaking on the sales call. Use multiple media.

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Sales Meeting Meeting B2B Decision Maker 99

No More Cold Calling

MAY 8, 2014

Social media chatter can be just as intrusive. This month’s guest blogger, Megan Totka, chief editor for ChamberofCommerce.com , shares her perspective on the most effective strategy for sales productivity—the No. Unfortunately, some sales pros and business owners still cling to the cold call. Good question.

Cold Calling 290

Cold Calling Small Business Small Business Referrals 290

Hubspot Sales

AUGUST 10, 2020

What does it really take to be successful in sales? Though one’s idea of success can vary from person to person, there are some core proficiencies top reps and sales organizations have in common. Core Competencies in Sales. At a high level, there are core skills that are a must for a career in sales. Communication Skills.

Ideal Customer Profile 142

Ideal Customer Profile Face-to-face Gatekeeper Negotiation 142