PandaDoc

DECEMBER 19, 2022

Small businesses may start by collecting simple lists of leads at trade shows, networking events, and other initiatives. Set up a game plan for interacting with gatekeepers and decision-makers. Enrich your ICP with each new use case and promotional tactic.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

Sales Training Advice

FEBRUARY 5, 2010

” * “The other secret to getting that top executive on the telephone is to send the gatekeeper back as many times as you can, each time giving very little information.” He advocates sending the gatekeeper back so many times that the CEO finally gets fed up and tells her to put the call through.

Decision Maker 42

Decision Maker Gatekeeper Cold Calling Face-to-face 42

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. At trade shows and events, some sales professionals collect as much contact information as possible. How to Prospect at a Trade Show with Sales Intelligence.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

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. At trade shows and events, some sales professionals collect as much contact information as possible: the more names, titles, and companies they’ve logged, the better.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

Klozers

JUNE 10, 2014

21) Elevator Speech  a B2B Sales Persons opportunity to show up and verbally throw up. 26) Gatekeeper  a person whose boss is never in. . Much easier to sell on price. 14) CRM  an unpleasant blackhole where B2B Sales People can never find anything useful, so much so, that some completely avoid it.

B2B 51

B2B Hiring Top of Funnel Social Media 51

The Sales Association

NOVEMBER 9, 2011

Let me ask you this…how do you feel about making an introduction face to face with a person you are meeting for the first time at a trade show? Flip the gatekeeper paradigm on its head. Some 95 percent of salespeople I work with inevitably say it doesnt bother them in the least. In fact, they kind of like it.

Cold Calling 34

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

Cience

NOVEMBER 20, 2019

They value the unique opportunities that conferences and trade shows provide for networking, strengthening the brand, creating awareness, and meeting potential clients in the flesh. For the past four years, the number of conferences and trade shows, their duration, and attendees, as well as overall spend has been steadily growing.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

Sales Hacker

MAY 4, 2020

What would they have learned at that trade show that got cancelled? But in concert with the strategy below of sharing deal stakeholder profiles for both sides and the above strategy of sharing assets widely through a cloud-based sales tool, you may see a relaxing of a champion’s natural gatekeeping instinct. Let’s get into it.

Prospecting 68

Prospecting Decision Maker Vendor Face-to-face 68