Janek Performance Group

OCTOBER 17, 2022

The gatekeeper keeps dropping my calls into voicemail. On YouTube, I may watch a comedian with the purpose of borrowing a joke to use as an ice-breaker with a gatekeeper or a prospect. For example, Salesforce recently released the Q1 report for 2022. The prospect is not returning my calls. I’m going to miss my numbers.

How To 62

How To Hiring Journal Gatekeeper 62

SBI

JULY 23, 2019

Now I am able to find the direct, accurate contact info and not waste time doing research, or going through gatekeepers to get the runaround. Integrations: “The plug-in with other systems like Salesforce is very helpful. Before, I used to get all the contacts in the CSV file and then upload to Salesforce to be able to run a campaign.

Data 111

Data Strategy Decision Maker Inbound 111

DiscoverOrg Sales

MARCH 30, 2017

Sales reps aiming to displace the current provider were stuck dialing into dead-end corporate switchboard phone numbers, getting stonewalled by gatekeepers, never to reach their buyer’s voicemail box—let alone pitch their product to a decision-maker. Salesforce finds that 68% of a sales rep’s workday is spent not selling.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

The Sales Developers

DECEMBER 6, 2019

These steps will eliminate roadblocks (gatekeepers, wrong titles, bad phone numbers, bounced emails, etc.) Some of these results of that wasted effort might sound familiar to you: “You integrate with Salesforce? We aren’t on Salesforce.” = poor targeting. and allow more time for non-selling activities, like hitting quotas.

Top of Funnel 81

Top of Funnel Funnel Outsourcing Services Outbound 81

LevelEleven

FEBRUARY 21, 2020

Although you often have to deal with gatekeepers or lower-level managers before hooking the big fish, knowing who is going to make the decision in the end, and providing a strong value proposition that matters to them is how the sale is made. An important thing to take into account when creating a decision maker persona is company size.

Decision Maker 71

Decision Maker LinkedIn Gatekeeper Discount 71

DiscoverOrg Sales

NOVEMBER 27, 2018

If you don’t have their direct-dial phone number, you could plan to spend a lot of time negotiating with admins and other gatekeepers, or pressing buttons to navigate the phone tree. Josh spoke to a specific issue (Kara’s need for organizational hierarchy) and a specific solution ( the DiscoverOrg Salesforce app ).

Examples 220

Examples Account Based Marketing Decision Maker Account 220

Zoominfo

MAY 21, 2020

If you don’t have their direct-dial phone number , you could plan to spend a lot of time negotiating with admins and other gatekeepers, or pressing buttons to navigate the phone tree. Cross-checked Salesforce to see that Matt was involved with the purchasing decisions at his previous companies.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

SalesLoft

NOVEMBER 16, 2015

The phone number is already mapped from Salesforce to my cadence, so I am able to click the phone number and the platform will dial for me. Maybe I talked to a gatekeeper or the prospect did not answer — there are labels for that. I click to dial the phone number, Local Presence included.

SalesForce 52

SalesForce Gatekeeper Call-back Follow-up 52

SalesLoft

OCTOBER 16, 2018

You have touched base via email, left a few voicemails, and even managed to get a gatekeeper on the phone. The gatekeeper even mentioned you earlier in the week, and the prospect had time to look into your solution. There is every reason to believe you are getting traction and that your desired contact will pick up on your next call.

Lead Rank 52

Lead Rank Lead Scoring Leads Marketing Qualified Lead 52

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. I’ve seen it in almost every new rep: fear of the owner, fear of the gatekeeper, fear of the 2nd gatekeeper (the dreaded executive assistant), and reluctance to even approach the challenge.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

No More Cold Calling

JANUARY 11, 2024

In 2023, 72 percent of sales pros expected to miss quota, according to the Salesforce State of Sales Report. Source: Salesforce State of Sales Report, 5th Edition) What sales teams really need is greater selling acumen—a sales program that helps them learn, practice, and perfect new skills to excel in this ever-changing world of sales.

Sales Qualified Lead 177

Sales Qualified Lead Guarantee Lead Rank Lead Scoring 177

No More Cold Calling

APRIL 2, 2015

LinkedIn, Twitter, Salesforce, Google+ … I could go on and on. and try every ploy to get around the gatekeeper. What’s the most powerful sales tool at your disposal? Salespeople love their apps. Each of these social apps and online platforms promises a killer feature that will streamline the sales process and make us all rich.

Referrals 120

Referrals Cold Calling Guarantee Networking 120

Anthony Cole Training

APRIL 15, 2011

Salesforce (2). Sales Strategy (29). sales success (11). sales success formula (11). sales talent acquisition (2). sales techniques (47). Sales Tips (34). sales tools (25). Sales Training (5). Self Development (16). Selling (45). Selling Attitude (22). selling success (1). setting sales goals (2). Skills (36). successful sales (1).

Hiring 174

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 174

Sales Hacker

OCTOBER 22, 2020

That’s what you plan to say throughout the entire call (including objection responses , messages with a gatekeeper, etc.). Legendary sales veteran David Rudnitsky has mentioned how important it was to “ connect the dots ” in growing Salesforce from a $25 million company to more than $5 billion in revenue. 2: Connect the Dots.

Account 70

Account Analysis Gatekeeper Call-back 70

Sales Hacker

DECEMBER 30, 2020

Reps who are looking to bypass sales gatekeepers and email inboxes can opt to social selling, a strategy where reps build and cultivate relationships with prospects on different social media platforms. Salesforce. And 31% of B2B professionals say social selling has helped them build better relationships. What this means for you.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

Hubspot Sales

DECEMBER 23, 2022

What we love: With Tami, users can skip the gatekeepers and go straight to the correct points of contact. You don’t have to waste your time with gatekeepers; you can find contact details of specific people to help focus your time,” Gareth D. Groove is a comprehensive sales engagement platform for Salesforce. What Users Say.

Tools 103

Tools Ideal Customer Profile Prospecting Intent Data 103

Zoominfo

MAY 21, 2020

If you don’t have their direct-dial phone number, you could plan to spend a lot of time negotiating with admins and other gatekeepers , or pressing buttons to navigate the phone tree. You might be familiar with DiscoverOrg – our Native App is one of the top rated apps on the Salesforce App Exchange.

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

Hubspot Sales

OCTOBER 5, 2017

Gatekeeper: Person in charge of communicating or preventing information from reaching a decision-maker; for example, receptionists or personal assistants. We usually have to go through a gatekeeper to reach them. Or, automatically create a new lead in Salesforce when we get an email submission on our blog. HubSpot Sales.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Zoominfo

JANUARY 29, 2018

These stats certainly grab our attention, especially as Millennials grow into the decision makers and gatekeepers over the next two decades. According to Pew Research, Millennials officially compose the largest U.S. age demographic at 75.4

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

Sales Hacker Training

NOVEMBER 6, 2019

Whether you use tools like Outreach, Salesforce, or anything else, don’t rely on other people to get your metrics and dashboards right — learn how to build and personalize them yourself! Growth & Innovation Evangelist at Salesforce. The way I do this now is by A/B split testing everything. Tiffani Bova. Bestselling Author.

Hiring 79

Hiring Demand Generation Agencies Up-Sell Hubspot 79

The Bridge Group

SEPTEMBER 19, 2017

What’s Salesforce? What’s a gatekeeper? Natasha Miller Sekkat: There are four quarters in a year and the focus for each one is slightly different. 1st Quarter - new SDRs don't know anything (What is a lead? And so on.). 2nd Quarter - the performing quarter (It’s time to take off training wheels and be a monster SDR.).

Promotion 36

Promotion Hiring Gatekeeper Decision Maker 36

Zoominfo

JUNE 24, 2021

Find candidates who are proficient in specific technologies, such as Salesforce or Python. Having access to personal email addresses and mobile phone numbers allows you to skip the gatekeepers and reach candidates directly. Years of experience. Filter through candidates based on total years of professional experience. Technologies.

Campaigns 130

Campaigns Gatekeeper Licensing Social Media 130

Sales Hacker

AUGUST 28, 2019

Activities like dials, Salesforce hygiene, and attitude are all easily observable and require zero skill – only “want to.”. RELATED: A Sales Coach’s Tactical Guide on Setting the Right Goals for Sales Reps. There are many parts of a sales job you can observe to measure “want to.” It’s not always a matter of skill.

Coaching 68

Coaching Guidelines Call-back Sales Coaching 68

Sales Hacker

SEPTEMBER 24, 2018

In fact, salespeople get so bogged down by multiple tasks that nearly 60% will miss quota this year, according to Salesforce. Consumer behavior has also evolved over time such that the selling dynamic has become more buyer-centric, with the leverage formerly held by sellers as gatekeepers of product and transactional information all but gone.

Scale 80

Scale SalesForce Consumer Gatekeeper 80

Chorus.ai

NOVEMBER 24, 2020

After rigorous prospecting to determine the companies (and decision-makers/gatekeepers) to approach, your sales reps will pick up the phone. This allows your gatekeeper to make any required clearances on their end without losing deal momentum. Cold calling is defined as any unsolicited sales call.

Cold Calling 62

Cold Calling Meeting Gatekeeper Decision Maker 62

Cience

JULY 9, 2020

Gatekeeper. Salesforce , HubSpot , and Zoho are the leaders of the CRM industry, but there are plenty to choose from. Gatekeeper. A gatekeeper is a person who works closely with a decision-maker and sorts all the incoming calls. There isn’t a tactic on how to get past a gatekeeper that all the salespeople agree upon.

Cold Calling 79

Cold Calling Ideal Customer Profile Hiring Decision Maker 79

Zoominfo

APRIL 23, 2020

Sales calls the wrong people or reaches a gatekeeper, where they will ultimately get turned away or begin the tedious process of calling up the chain. ZoomInfo includes integrated sales, marketing, and recruiting technologies such as Salesforce, Frontspin, Outreach, Bullhorn, and Marketo. Burned by Churn. Identify Opportunity.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

Sales Hacker

NOVEMBER 15, 2017

Gatekeeper. Gatekeeper is a person (e.g., Push Counter is a dashboard tracker used in some CRM’s such as Salesforce to monitor the frequency at which closing an opportunity is being pushed/postponed from period to period. Salesforce Administrator. General Manager. Global Business Unit. Go-to-Market Strategy.

Lead Rank 99

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

Zoominfo

JUNE 24, 2021

Find candidates who are proficient in specific technologies, such as Salesforce or Python. Having access to personal email addresses and mobile phone numbers allows you to skip the gatekeepers and reach candidates directly. Years of experience. Filter through candidates based on total years of professional experience. Technologies.

Campaigns 52

Campaigns Gatekeeper Licensing Social Media 52

DiscoverOrg Sales

APRIL 3, 2018

Your sales team can now upload contacts to Salesforce individually or in bulk – directly into specific Outreach sequences. If your team spend most of their time in Salesforce, the Outreach connector allows data in DiscoverOrg’s native Salesforce app to push directly into Salesforce, with bi-directional sync with Outreach.

SalesForce 33

SalesForce Data System Sales Operations 33

DiscoverOrg Sales

MAY 7, 2019

Sales calls the wrong people or reaches a gatekeeper, where they will ultimately get turned away or begin the tedious process of calling up the chain. DiscoverOrg includes integrated sales, marketing, and recruiting technologies such as Salesforce, Frontspin, Outreach, Bullhorn, and Marketo. Burned by churn. Data is what data does.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

Sales Hacker

DECEMBER 14, 2017

Here are some of my favorite tools: ConnectAndSell – I use their service to avoid everything I hate about cold calling (manually dialing, navigating phone trees, waiting on hold, talking to gatekeepers, scheduling follow up). If you are using Salesforce CRM, you’re in luck. If you are using another CRM, never fear.

Cold Calling 100

Cold Calling Top of Funnel Objections Inbound 100

Sales Hacker Training

SEPTEMBER 5, 2018

Dealing with gatekeepers. Some of John’s clients include global brands such as Salesforce, GE, Tableau, LinkedIn, Box, and Forbes. With more than three decades of servicing clients, IMPAX deliver its learning programs via onsite workshops, public seminars, and self-paced online courses. Presentation. Value-based negotiation.

Training 103

Training Scale Lead Qualification Lead Rank 103

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.”. Combo Prospecting. Simplified.:

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.”). One of the attendees was Brigid Archibald, commercial sales director at Salesforce.

Referrals 153

Referrals Gatekeeper Sales Qualified Lead Cold Calling 153

Tony Hughes

MARCH 13, 2018

The sky's the limit in the Salesforce AppExchange. Turbo-charge your Salesforce instance with leading third party plug-ins such as Pipeline Manager, TAS Dealmaker, Pipeliner CRM or others to dominate Account Planning and Opportunity Management. Combine LinkedIn with top flight selling modules. Multi-step email and outreach campaigns.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63