Janek Performance Group

FEBRUARY 6, 2024

Consider the economic trends that affect their industry. People Prep Preparation includes the people you need to know, such as decision makers, gatekeepers , and influencers. As part of your industry prep, be aware of national news. What challenges does their industry face? What are the key stories insiders are talking about?

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

Zoominfo

OCTOBER 21, 2021

The revealed trends, both good and bad, equip leaders to identify effective tactics and expose inefficiencies. And just like an ICP can be segmented into various cohorts, go-to-market teams should understand how to engage various stakeholders, influencers, decision makers and – gasp – gatekeepers involved in the purchasing process.

Top of Funnel 130

Top of Funnel Funnel Data Sales Qualified Lead 130

SBI Growth

AUGUST 16, 2012

The answer lay in the fact that buyer trends are shifting. The primary recommendations are effective gatekeeping and locking down your contacts - two simple strategies that are worth incorporating into your online presence. Sign up for the Tour to learn how your peers are promoting themselves and driving sales this year and next.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

criteria for success

OCTOBER 28, 2021

So why do you have to talk to a gatekeeper who's just there to say they don't have an answer? Are we positioning ourselves for some of these future trends? We have subject matter experts on staff and they can meet with a prospect or a customer when needed or the salesperson can call them in when they need them.' Are we leading edge?

Hiring 98

Hiring Banking Call-back Trends 98

Sales Hacker

OCTOBER 28, 2022

Gatekeeper in your way? Offer your perspective on key industry trends and happenings and share great content from others that’s relevant to your interests. Don’t react emotionally to setbacks — “If a deal isn’t dying, it’s probably not real.”. Always multithread. “If Ask why they won’t let you through. Sensing some hesitation?

LinkedIn 84

LinkedIn Lead Rank Call-back Enterprise 84

Increase Sales

NOVEMBER 6, 2015

No cold calling, no stonewalling by the gatekeeper. Market trends are identified. Sales referrals are golden for mid-size to small business owners and sales professionals. Being referred into a company by someone who is already known and trusted is like winning the Lottery. Life and sales are good! The ideal customer is defined.

Referrals 70

Referrals Ideal Customer Profile Small Business Small Business 70

Hubspot Sales

AUGUST 11, 2019

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. Twitter chats are when a group of people meet on Twitter to discuss a certain topic, trend, or interest area using an agreed-upon hashtag.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Outsourcing Services 98

Sell Integrity

DECEMBER 8, 2020

The best way to guard against that is to make the time productive for prospects – by being prepared, asking thought-provoking questions, offering industry insights, trends, or data, and helping them see something with a new lens. After: Watch out for self-doubt or negative self-talk about wasting the prospect’s time after the virtual session.

Gatekeeper 72

Gatekeeper Intent Call-back Up-Sell 72

Connext Digital

AUGUST 30, 2018

Salespeople were the gatekeepers of information—you needed to ask them about anything you needed to know about the product you wanted to get. Learning the new trends of consumer buying behavior is critical to conquering your market. If you encountered a salesperson who knew all the ins and outs of the product, then you’re lucky.

Consumer 83

Consumer Ideal Customer Profile Engineering Gatekeeper 83

DiscoverOrg Sales

APRIL 11, 2016

Rather than spending your time navigating gatekeepers and hounding less-than-ideal leads, take a step back and be a bit more strategic. For example, I receive daily alerts on new projects and trends within the CRM and SaaS spheres. The best leads and opportunities may be buried under just a bit of networking effort.

Lead Rank 120

Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

Salesmate

FEBRUARY 21, 2020

Businesses are well informed and abreast of the market as well as its changing trends. You need to stay focused, get past the gatekeepers, connect with the right decision-makers, and convince them to meet you. You need to get in front of them to convince them your product is worth their precious dollars.

Sales Meeting 99

Sales Meeting Meeting B2B Decision Maker 99

Sales Hacker

DECEMBER 30, 2020

Still curious which sales trends will be on the rise in 2021? Keep reading for the most important sales trends your revenue organization should keep a close eye on. That’s why we went ahead and pulled out the five most important sales statistics and listed them here. 40% of businesses did not meet revenue targets in 2020.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

CloserIQ

AUGUST 5, 2019

LinkedIn is a good place to do some research on the prospect and their company, as well as competitors, relevant industry trends, etc. Often, the only way to get past their gatekeepers will be via a warm introduction from someone they know and trust as a credible source. It’s also a great place to start for your…. Warm introduction.

Buyer 89

Buyer Gatekeeper Vendor Decision Maker 89

The Sales Hunter

DECEMBER 3, 2011

Retail Sales Trends. Show the same level of respect to the gatekeeper or other any other person who answers the phone as you would show to the person you’re looking to talk to. Purchasing Departments and Buyers. Negotiation. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

CloserIQ

APRIL 16, 2019

Industry trends. Gatekeepers. Below are some common triggers: Annual reports and investor briefs that outline strategic imperatives. Board of Director changes. Leadership changes. Company-specific challenges. One way to track triggers is with Google Alerts. You can build your search with company names, keywords, and individuals.

Pipeline 63

Pipeline Prospecting Decision Maker Networking 63

Hubspot Sales

DECEMBER 23, 2022

This helps you to recognize industry trends early, track buying signals and identify trigger events. What we love: With Tami, users can skip the gatekeepers and go straight to the correct points of contact. Core features include: Access to verified contact data. You can also connect with contacts from within the platform.

Tools 103

Tools Ideal Customer Profile Prospecting Intent Data 103

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! 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."

Ideal Customer Profile 66

Ideal Customer Profile Social Media Account Penetration 66

Corporate Visions

OCTOBER 31, 2019

But that advice is over two decades old—popularized at a time when you had limited access to executive decision-makers and almost always had to finesse your way around the gatekeeper. Sellers today have multiple, more direct paths to C-suite selling, yet getting through that boardroom door is harder than ever.

ROI 64

ROI How To Vendor Study 64

The ROI Guy

JULY 11, 2011

With the financial executive wielding so much approval power, savvy marketers and sales professionals must understand how CFO's views technology investment decisions, directly influencing, or empowering the champion with the right content to connect, engage and sell these economic-focused gatekeepers.

Marketing 89

Marketing ROI Proposal Survey 89

Sales Hacker

JUNE 14, 2021

They’re watching those accounts that are trending and consuming their content. But the VP of IT acted as the gatekeeper and kept the distance between sales and the “buying team” that was collecting requirements in a vacuum and having internal conversations. They focus on their ideal customer profile. But then things change.

Account Based Marketing 79

Account Based Marketing Top of Funnel Ideal Customer Profile Account 79

SalesLoft

JULY 20, 2015

Find out everything you can about what their job entails, what challenges they face, how they are measured, what are emerging trends, where they hang out on social, etc. That simple principle can get you so much additional information from gatekeepers and decision makers. Don’t be afraid to ask questions.

Face-to-face 52

Face-to-face Hiring Gatekeeper Call-back 52

Showpad

DECEMBER 16, 2021

In the past, we would create a presentation merging insights on consumer behavior, market trends, new concepts. We become the gatekeeper and it’s a good reminder for the sales enablement team to educate marketing to understand just how much information sales can take on at any given time.

Sales Enablement 52

Sales Enablement Top of Funnel Lead Rank Lead Scoring 52

HeavyHitter Sales

JUNE 1, 2010

Top 7 Critical Sales Trends for 2012. 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.

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98

Sales Hacker

NOVEMBER 22, 2017

The stingy gatekeeper won’t let me talk to the CTO. Inbound marketing is the hot new trend. Consider also whether economic shifts have influenced other buyer demographics into finally considering your solutions. My Leads Have Gone Dark. Variants : My contacts are unresponsive to my emails and voice messages.

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. Google Alerts allows us to track web mentions on a company’s name, product, competitors, or industry trends.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Sales Hacker

AUGUST 2, 2019

Do you see trends emerge? We tend to think of them as only gatekeepers; however, in reality, they are responsible to greet and assist all those that call the company they work for. Do you make more sales to certain sized companies in particular industries in specific geographical markets?

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Crunchbase

JUNE 24, 2021

The buyer is in charge now, and they don’t want the old method of tech sales gatekeeping and jumping through hoops. That’s the direction the economy has been headed over the last few years, and that trend shows no signs of slowing down. What does the modern buyer want? People want to try things before they buy them now.

Buyer 122

Buyer B2C Gatekeeper B2B 122

Sales Hacker Training

NOVEMBER 6, 2019

This game moves quickly, and If you’re not actively keeping up to date with industry trends, networking in your industry, and learning from people around you, then you’ll get left behind. Authenticity is so much more inviting than a canned sales pitch, and your prospects with thank you for it. Stay hungry! Invest in yourself.

Hiring 79

Hiring Demand Generation Agencies Up-Sell Hubspot 79

Sales Training Advice

OCTOBER 5, 2012

We call this trend the ‘Open-sourcing of sales’ Sales Requires New Collaboration. Recommended Reading Gatekeepers By Sharon Drew Morgen Salespeople – Position Yourselves with Power By Dave Kahle Who says image is everything? In these challenging times traditional job descriptions and role demarcations are redundant.

Hiring 42

Hiring Referrals Strategy Airlines 42

Zoominfo

NOVEMBER 9, 2020

The revealed trends, both good and bad, equip leaders to identify effective tactics and expose inefficiencies. In our current digital landscape, change has a way of accelerating trends. As businesses grow, leadership needs to understand historical trends, current projections, and capture everything that happens in between.

Top of Funnel 246

Top of Funnel Funnel Data Sales Qualified Lead 246

Tony Hughes

FEBRUARY 22, 2018

Iconoclastic salacious books sell with shock and awe but you need tried and true methods to sell complex products / services, if you want to stand a fighting chance of transcending self-commoditization and getting blocked by the digital gatekeepers [where do you think the traditional gatekeepers went?]

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

LeadFuze

DECEMBER 31, 2021

Video content is a growing trend and has become an important part of the mix. Gatekeepers are there to keep the flow of information under control. The more information you have about your customers before hand, the easier it is for them identify who will respond well or not. Video marketing. Field marketing. The breadth of the market.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

Zoominfo

JUNE 24, 2021

Filter for Your Perfect Candidate According to Gem’s Recruiting Trends Report , 58% of recruiters say finding quality candidates is a struggle. Having access to personal email addresses and mobile phone numbers allows you to skip the gatekeepers and reach candidates directly.

Campaigns 130

Campaigns Gatekeeper Licensing Social Media 130

Marc Wayshak

JANUARY 5, 2022

In my work with hundreds of top salespeople, I’ve noticed some very powerful trends when it comes to daily sales habits. so you’re going to get stuck talking to a gatekeeper. This will ensure you are connecting with c-suite executives —not just their gatekeepers. than they are by 10 a.m.

Face-to-face 103

Face-to-face Gatekeeper Sales Qualified Lead Call-back 103

Hubspot Sales

JANUARY 5, 2021

If the gatekeeper is having a bad day, they might not let you through no matter how persuasively you frame your request. New sales trends, strategies, and technologies emerge all the time, and top-selling salespeople stay abreast of those developments. That might mean taking a call at 8 p.m. to do some extra prep for an important deal.

Face-to-face 141

Face-to-face Remedy Gatekeeper Up-Sell 141

Sales Hacker

AUGUST 28, 2020

Details on industry trends. Details on industry trends — a dedicated specialist. Gatekeeping your information like this may seem like it adds an unnecessary complication to your communication plan, but in many cases it will massively clean up your inbox. Company-wide news. Feedback from the team. Motivational content.

Strategy 72

Strategy Demographics Channels Follow-up 72

Sales Hacker

SEPTEMBER 4, 2020

One problematic trend in cold outreach is the lack of personalization and relevance. You can try to bypass the gatekeepers by chatting directly with a customer service representative and gathering information on your prospects. Emails and cold calls aren’t bad, but you shouldn’t rely solely on them. It happens to me every day.

Quota 109

Quota Meeting Cold Calling Channels 109