InsideSales.com

OCTOBER 23, 2019

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.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

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. In fact, in-person events ranked highest on the list, above tactics such as webinars/webcasts (66%), case studies (66%) and white papers (63%). age demographic at 75.4

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

Klozers

JUNE 10, 2014

26) Gatekeeper  a person whose boss is never in. 38) Lead  a name from Marketing that downloaded one of Marketing’s ‘White Papers’ or ‘How To Guides’ that was so good they went off and fixed their problem on their own, and now dont need to buy anything. Dates to be confirmed.

B2B 51

B2B Hiring Top of Funnel Social Media 51

LeadFuze

DECEMBER 31, 2021

Companies produce white papers, original research and blogs on their own websites or elsewhere in order to show off the skills of employees. Gatekeepers are there to keep the flow of information under control. B2B Content marketing. Increasingly, high-quality content is becoming a primary way to demonstrate expertise.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

The Sales Association

NOVEMBER 9, 2011

Just because someone downloads a white paper or attends a Webinar doesnt mean they are even remotely interested in doing a sales call. Flip the gatekeeper paradigm on its head. I know, I know, management provides you with these snazzy Web leads and purchased lists and calls it "warm calling"—whatever that means.

Cold Calling 34

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

OnePageCRM

MAY 25, 2017

How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call. The best way to get past a gatekeeper like this is to reframe how you approach the call. If they downloaded your white paper then never opened another email, they might not have the problem your product solves.

Top of Funnel 20

Top of Funnel Cold Calling How To Sales Qualified Lead 20

eGrabber

JANUARY 11, 2024

Infographics, eBooks, and White Papers: Infographics – Sometimes, plain text just won’t cut it. Don’t gatekeep this knowledge! White Papers – For prospects seeking deep dives, white papers are your anchors. Visual content can be the game-changer for inbound marketing.

Paid Content 45

Paid Content Inbound Sales Qualified Lead Lead Rank 45

Sales Hacker

MAY 4, 2020

Ideally, you can make multiple contact points (see below), so make sure you leverage that success by being mindful and specific about what you share with whom: a high level benefits deck for the C-Suite, a white paper on smooth implementation practices for a technical influencer. It’s important that you share digital-native content.

Prospecting 68

Prospecting Decision Maker Vendor Face-to-face 68

Tony Hughes

MARCH 13, 2018

Build one-pagers, white papers, brand collateral and an array of enticing sales material. The accelerator is going to be leveraging a suite of technologies to streamline the pipeline, be ultra-responsive and get upstream, past the gatekeeper to be the preferred vendor going into the crucible of the decision.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63