Sales Hacker

APRIL 19, 2021

Reps are in search of a better quota, better territory, better comp plan, better product, or even something as simple as a faster sales cycle. 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?” Here’s the kicker. Targeted networking.

Hiring 71

Hiring Gatekeeper Territories Sales Cycle 71

SalesLoft

MARCH 20, 2020

” A better question is: “What’s one thing I should work on if I’m struggling to get past gatekeepers?” This is uncharted territory for us all. Be specific and avoid vague requests like: “Any advice you have would be much appreciated.” ” Follow up. So, be kind. Be realistic. And be well.

Scale 131

Scale Gatekeeper Churn Quota 131

SBI Growth

OCTOBER 5, 2012

Same Old Quota: Back in the day, just getting past the gatekeeper and into the corporate office required a lot of legwork. Setting new quotas in-line with both territory potential and growth targets. But once they establish the terriroty with a solid revenue stream they get comfortable. They've stopped hunting for new clients.

Compensation 257

Compensation Company Hiring Salary 257

DiscoverOrg Sales

APRIL 11, 2016

Salespeople comb LinkedIn, check their rolodex of former clients, and pay attention to what’s going on in their territory in order to identify potential opportunities and contacts. Rather than spending your time navigating gatekeepers and hounding less-than-ideal leads, take a step back and be a bit more strategic.

Lead Rank 120

Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

The Brooks Group

JUNE 9, 2015

When you’re canvassing the sales territory, it can be difficult to resist the “see a bear, shoot a bear” strategy. If they are repeatedly being blocked by a gatekeeper, you need to incorporate methods around gaining access and positioning into your sales strategy. Your Market Is Too Broad.

Strategy 40

Strategy Decision Maker Segment Territories 40

Sales Hacker Training

SEPTEMBER 5, 2017

The main stages of the sales process: Account or Territory Planning. I used to pick a topic with my team each week that we were struggling with (dealing with gatekeepers, specific objections, discounting, personas, etc.) Prospecting. Qualification. Meeting Execution. Deal Management/Negotiations. Account Management.

Training 75

Training Top of Funnel Sales Methodology Distribution 75

LeadFuze

DECEMBER 31, 2021

My territory is too small, and I dont have enough opportunities. The gatekeeper wont let me through the door to talk to the CTO. Communicate constantly and share metrics to see what is working or not. The Targets Were Ridiculously High. Variants: My quota is insane. Our goals are unattainable. I cant believe they expect me to do that.

Cold Calling 52

Cold Calling Lead Rank Sales Qualified Lead Hiring 52

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. And, while we covered some great territory, we have even more great takeaways to share with you. 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

Tony Hughes

FEBRUARY 22, 2018

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! We all know the parable of management by committee and where that story goes. When power connects to power, the magic happens in accounts.

Ideal Customer Profile 66

Ideal Customer Profile Social Media Account Penetration 66

Sales Hacker

NOVEMBER 22, 2017

My territory / opportunities are too small. The stingy gatekeeper won’t let me talk to the CTO. Everyone must be in the same boat and looking at the same page all the time, especially when solving challenges such as website design, product messaging, and lead generation. Our Targets Are Ridiculously High. Variants : My quota is insane.

Ideal Customer Profile 86

Ideal Customer Profile Cold Calling Lead Rank Sales Qualified Lead 86

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. Does the prospect fall within my territory? Goal: Get to a connect. Goal: Schedule next meeting.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

SBI

OCTOBER 30, 2018

Nancy Nardin: Another example that would before that would be can our sales reps identify who their ideal customer profile is within their own territory and who the right accounts and prospects are to go after so that they can optimize revenue. How do you get those guys to re-enforce that and not be the gatekeeper.

Sales Enablement 139

Sales Enablement Top of Funnel Vendor Ideal Customer Profile 139

The Bridge Group

SEPTEMBER 19, 2017

What’s a gatekeeper? What does owning a territory look like? 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? What’s Salesforce? And so on.). Take on mentoring responsibilities.). What does it mean to ask for an order?

Promotion 36

Promotion Hiring Gatekeeper Decision Maker 36

Sales Training Advice

AUGUST 17, 2012

Unfortunately, when we get bogged down in a sales slump, the first thing we do is blame someone else: the economy, our company, our service, bad territory, etc. Changing a negative attitude isn’t as easy as it sounds. The first thing you must do is take ownership of your slump.

Quota 49

Quota Gatekeeper Coaching Cold Calling 49

Cience

JULY 25, 2019

Taken into account that the USA has 4 primary time zones (not including Alaska, Hawaii, and some other territories), you can receive an inquiry in a chat window at any time. Your bot is a gatekeeper that answers the questions, redirects inquiries unrelated to sales, and keeps users engaged and entertained. And we do. .

Lead Generation 56

Lead Generation Lead Rank Sales Qualified Lead B2B 56

The Sales Association

NOVEMBER 9, 2011

Much of the territory is sparsely populated with businesses far apart from each other. Flip the gatekeeper paradigm on its head. Anycoms reps are required to hunt and farm out of predetermined geographic regions. When we started working with them, they avoided the phone in favor of pounding the pavement. at the reception desks.

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34

Hubspot Sales

AUGUST 23, 2023

The subject line is your gatekeeper, so 50% of email work should be spent crafting and testing different subject lines. After all, it comes with the territory of being in sales. Editor's note: This post contains an excerpt from the book The Predictable Revenue Guide to Tripling Your Sales , and is published here with permission.

B2B 72

B2B Lead Rank Lead Scoring Leads 72

DiscoverOrg Sales

APRIL 3, 2018

Anyone who has worked in sales has experience with bad data: outdated email addresses resulting in bounce rates that get them locked out of tools or even blacklisted, spam traps , phone numbers for gatekeepers and main lines. When the sales department doesn’t trust the data, they stop trying to keep records updated.

SalesForce 33

SalesForce Data System Sales Operations 33