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The Leads Are Weak: An Intro to Finding & Working Good Leads

DiscoverOrg Sales

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
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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! CEB recently released research on the consensus sale and they state that "on average, 5.4 people are involved in today’s B2B purchase decisions."

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The Biggest Sales Excuses You Need to Stop Making in 2018

Sales Hacker

My territory / opportunities are too small. The stingy gatekeeper won’t let me talk to the CTO. Inbound marketing is the hot new trend. 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.

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

Hubspot Sales

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. Google Alerts.