Cold calling tips and tricks for dealing with the toughest gatekeepers

RingDNA

The post Cold calling tips and tricks for dealing with the toughest gatekeepers appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. There’s an ongoing debate about whether or not cold calling is dead. Regardless of what you’ve read or heard elsewhere, the truth is cold calling is alive and well. A recent study revealed that 71% […].

Sales Enablement Defined: Your Guide to Sales Prospecting

Showpad

Introducing yourself with some background knowledge of the organization increases your chances of getting through a gatekeeper to key decision makers. Sales Enablement Showpad b2b sales prospecting tools sales prospect sales prospecting sales prospecting methods sales prospecting software sales prospecting techniques sales prospecting tools sales prospects successful prospecting in salesLet’s face it; prospecting isn’t the most fun part of selling.

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How Sales Configurators Are Ushering In a New Age of Selling

Cincom Smart Selling

Sales automation is driven by selling tools like customer portals, ecommerce websites, sales configurators and guided selling software. They don’t have to remember limitations or special pricing models; the software does it for them. This means no more blind-dialing thousands of telephone numbers trying to get around gatekeepers and sadistic admins and more time for exploring up- and cross-selling possibilities. Sales is a changing game.

Sales Enablement Defined: Your Guide to Sales Prospecting

Showpad

Introducing yourself with some background knowledge of the organization increases your chances of getting through a gatekeeper to key decision makers. Sales Enablement Showpad b2b sales prospecting tools sales prospect sales prospecting sales prospecting methods sales prospecting software sales prospecting techniques sales prospecting tools sales prospects successful prospecting in salesLet’s face it; prospecting isn’t the most fun part of selling.

The 5 Secrets to Get Your Email Returned

Mr. Inside Sales

Something like: “Hi Barbara, Mike Brooks here with HMS software. Tired of your emails not getting returned? If you’re a sales rep who is sending emails and waiting….and

How to Find, Reach & Sell to C-Level Executives in No Time!

eGrabber

C-Suite executives are well guarded by gatekeepers. These gatekeepers are trained to keep the sales & marketing folks away from reaching the C-Suite executives. Software to Find C-Suite Executives. The software also helps you to find C-Level executives contact information.

[New Data] RFP Automation a Must for High-Performance Sales Teams in 2020

Hubspot Sales

The most direct benefit of proposal software is automation, allowing you to reduce manually intensive tasks and focus on producing better sales proposals in less time. According to the survey, 63% of sales teams are improving productivity with the time management benefits of proposal software.

Are Your Emails Getting Deleted By Your Prospects and Customers? Five Things You Can Do to Increase the Success of Your Email Campaigns. Prospecting Email Strategies – Part Two

Keith Rosen

However, the more links you include, the greater the odds that your email will not make its way into the prospect’s inbox due to the virtual gatekeepers of email: firewalls and spam filters.

B2B Sales Emails that Open Conversations with Executives

Sales and Marketing Management

Author: Sabrina Ferraioli When you try to call business executives, you’re up against some substantial hurdles — gatekeepers, voicemail, caller ID and their not-a-minute-to-spare schedules. For example: “3D2B recently helped an enterprise software company generate 17,000 qualified leads.

How to Prepare to Prospect – 10 Things You Need to Do

The Sales Hunter

Always know what you will say if a gatekeeper answers or you get the person’s voicemail. Make sure your CRM / Sales Engagement software is open and ready. If you fail to properly prepare, you are setting yourself up for failure. This doesn’t just apply to prospecting but everything you do. Prospecting is already a tough task; it’s only made tougher when you fail to prepare. Below are 10 steps you need to follow to ensure you’re prepared to prospect.

8 Ways to Make Every Sales Conversation Count in 2020

Highspot

Appeal to Gatekeepers and Influencers. If you could only talk to Unilever’s Chief HR Officer, she’d undoubtedly see the magic in your performance appraisal software — reaching her will just take running the gauntlet of caller ID, email filters, assistants, and junior employees.

How to Build Trust and Generate Leads with a Referral Program

No More Cold Calling

Talk to any software vendor, and they can’t wait to show you their cool software. Problem is, buyers don’t actually buy software. They buy what your software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc.

Overcoming objections in sales: 40+ examples, tactics, and rebuttals

Close.io

They’re used to getting what they want, and what they want is for you to customize your software to their needs. The gatekeeper. Gatekeepers are living, breathing objections and, in many cases, they’re the first roadblock you’ll face.

The Sales 2.0 Gift Horse

Sales 2.0

After playing with the client’s accounting software for a fun few hours I managed to get a list of their top 100 accounts by revenue for the last year. But that person was not the head of marketing – more of a gatekeeper. A story from my consulting work.

Why Being Stuck In the Office Over the Holidays Is a Lucky Break

Sales and Marketing Management

This means the absence of gatekeeper types, which increases the odds that key players will pick up their own phones. Mike Scher is CEO of FRONTLINE Selling , creators of Staccato, the leading B2B software suite that accelerates revenue by helping sales professionals create more high-quality opportunities, consistently hit quota and close more deals.

Growth Begins with Data—and Your Competitors Already Know It

DiscoverOrg Sales

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. Cutting gatekeepers out of the equation ensures that each touch point is effectively directed toward sales conversion. Sales reps usually lack the software tools necessary to conduct, gather, and enter research efficiently.

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I Doubled My Income in 90 Days Using This Technique

Mr. Inside Sales

I completely mishandled the gatekeeper (it was no wonder I rarely got through). To illustrate this, just last week I was asked to be a guest coach with a company called ExecVision (a call recording software company) on a webinar called, “Call Camp.”

Sales Engagement: The Intersection of Sales and Science

Sales Hacker

What if sales reps can really harness the full potential of the pricy software tools we thought would turn us into sales superstars? Sales engagement software empowers reps to accommodate the modern buyer, meet them at their desired touchpoints, at the time and manner they so wish.

The Importance of Call Dispositions & How to Leverage Them in Reporting

ExecVision

Optionally, if you have conversation intelligence software, request coaching on the call. Gatekeeper. Connected – Gatekeeper or Future Follow Up. Gatekeeper (Admin, S/B, Other Person). When you marry the disposition with call recording insights, you can answer things like: What percentage of our calls are resulting in meaningful interactions with real buyers compared with gatekeepers or non-buyers?

6 Reasons to Walk Away from a Deal

Sales Hacker

You’ve ended up being trapped by the gatekeeper. Many software and hi tech equipment manufacturers have a no bid policy for ‘blue bird’ RFIs and RFPs (i.e. Why successful sales people walk away.

6 Qualities Of The Modern Day Sales Professional

MTD Sales Training

In addition to knowing how to gather all of your sales performance data via sophisticated CRM software, you must know what to do with the information. Perhaps the problem is the length of response time to web inquirers, or maybe it is that you are having a problem with gatekeeper screens.

How to Generate More B2B Leads for Your Sales Team

Hubspot Sales

In many ways, this makes prospecting easier -- but the budgets, stakeholders, and gatekeepers you encounter throughout the sales cycle can make finding the right B2B leads that much more important.

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Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

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. Business leaders understand that data is the critical heart of growth and expansion.

How To Connect And Engage With C-Level Executives

InsideSales.com

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. “I think it’s really unusual, and that’s why we’re really selling more enterprise software than Oracle or SAP.”

4 Steps to Shorten Your Sales Cycle and Bump Up Low-Touch Conversions by 70%

Sales Hacker

One of our founders, Jonathan Kim , spent his early days at Hubspot and so our team is fully immersed in the content-driven, freemium, product-led world of new-age software sales. There’s a growing juxtaposition in software sales. A highly enabled salesperson-gatekeeper is the answer.

[Part 3] Execute on Account-based Marketing: Value Selling to Stakeholders at Key Accounts

LeveragePoint

Is an individual stakeholder a decision-maker, a key recommender, a champion, an organizer, an evaluator, an influencer, a user or a gatekeeper? Our software improves the productivity of your average R&D user by 10 minutes a day. Gatekeepers.

The Sales Script Is (Mostly) Dead: 2 Tricks for Better Interactions

Hubspot Sales

I work for contactSPACE, cloud-based call centre software that helps inside sales teams conduct better outreach. As a part of the learning process, it can be worth providing some basic scripts which new reps can use to make it past gatekeepers or introduce what you’re selling.

9 marketing trends that will dominate 2019

PandaDoc

The gatekeepers of these communication channels are also becoming increasingly averse to content they deem irrelevant to their users. In 2019, we expect that software providers will start to remedy this problem. 2019 is officially upon us.

4 Skills Sales Reps Need to Get the Most Out of ConnectAndSell

ExecVision

While those numbers are impressive, it takes more than buying software to get there. ConnectAndSell will get you past gatekeepers and phone trees, but if you skip pre-call research you’ll find yourself faltering in those crucial first seconds. The average ConnectAndSell client gets somewhere around seven connects and one scheduled meeting per hour. The teams at ExecVision and Vorsight have been using ConnectAndSell for a number of years.

To Chatbot or Not to Chatbot for B2B Lead Generation?

Cience

On the other hand, the automation of business processes that comes with the introduction of certain software enables us to free our human mind for more creative tasks that no AI can yet solve. Great chatbot software options abound on 3rd party review sites like G2 , TrustRadius , and Gartner.

Coaching Salespeople into Sales Champions: 3 Times To Step In (& How)

Sales Hacker

Hey Kristi, I really liked the way you asked that customer why finding a software with XYZ security feature was important to them. When I do reach them, I’m having difficulty scheduling a demo of our software with the decision-makers.

The Ultimate Guide to Sales Prospecting: Tips, Techniques, & Tools to Succeed

Hubspot Sales

CRM (customer relationship management): Software that allows companies to keep track of their potential and existing customers at whichever stage they may assume in the sales cycle. We usually have to go through a gatekeeper to reach them. Tick tock, tick tock, tick tock.

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Heavy Hitter Sales Blog: Huge Ego Behind Every B-to-B Purchase

HeavyHitter Sales

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. I was recently interviewed by blogger Matthew Schwartz about the C-Level Sales Psychology:   ZoomInfo: When trying to reach C-level buyers, there seems to be an increasing number of gatekeepers in the purchasing process, from “fans” to “champions.” Heavy Hitter Sales Blog. Recent Posts.

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Why Everyone's Ghostjacking But Nobody's Talking About It.Until now!

Tony Hughes

To buck this trend and in recognition that there's typically only one name on the purchase order, I'm advocating the most counter-intuitive 'get past the gatekeeper' strategy of all time! Project management software like Jira or Workboard can be leveraged for real-time approvals.)

170 Sales Terms From A – Z: The Updated Glossary of B2B Sales Definitions

Sales Hacker

Artificial Intelligence (AI) refers to a system of computers, software, machines and processes that simulate certain aspects of human intelligence such as image perception, voice recognition and reasoning. Content Management System (CMS) is a computer program or software application used to create, modify, store and manage digital content. Dialer is a computer software, application or electronic device that automates the process of making phone calls. Gatekeeper.

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How to make sales calls [The Ultimate Guide] – Part 2

OnePageCRM

How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call. They’re not gatekeepers or obstacles to overcome, they’re potential allies who can help champion your product within their company.

9 Tips to Defeat Dial Dread & Overcome Sales Call Reluctance

ExecVision

These symptoms can be triggered by arriving at their desk, putting on their headset, or opening the dialer software. Over-reliance on email can turn the buzz of your sales floor into the clack-clack-clack of keyboards you’d normally find where your software development team sits. For example, a gatekeeper saying the prospect is busy could be worth 1 point, but a ‘no’ to the meeting directly from the prospect could earn 3 points. Dial dread.