Sales and Marketing Management

AUGUST 14, 2017

Starting at low levels will ultimately mean: Challenges for salespeople in getting access to higher levels. Executives are more likely to have admins (often referred to as gatekeepers) that invariably will ask a question that sends shivers down many sellers’ spines: “Who is this and what is it regarding?”. Handling Gatekeepers.

Gatekeeper 249

Gatekeeper Buying Cycle Call-back Face-to-face 249

Anthony Iannarino

FEBRUARY 17, 2020

Here is how you get past the gatekeeper. The person for whom the gatekeeper works likes and trusts them and expects them to block all but what’s important, critical, or essential. Their gatekeeper (whatever the title) is part of their team. Respect Their Role and Obligation. Respect their role and their obligation.

Gatekeeper 121

Gatekeeper How To Decision Maker Meeting 121

Selling Energy

DECEMBER 20, 2022

Getting a meeting with a CEO, CFO or anyone else at the C-level can be challenging. I can tell you that you’re not going to get to them by using a fake ID badge or sneaking past the gatekeeper. However, you will by making a thoughtfully crafted and genuinely compelling case for a meeting.

Meeting 71

Meeting Gatekeeper How To 71

No More Cold Calling

JANUARY 28, 2014

When I called to reconnect with a CEO I met at a conference, and who had invited me to contact her, her assistant, Joan, answered the phone. After putting me on hold for a minute, Joan told me the CEO was unavailable but wanted to talk to me. Joan said many cold callers lie and tell her the CEO asked them to call. Access Denied.

Gatekeeper 227

Gatekeeper Referrals Cold Calling Small Business 227

No More Cold Calling

JANUARY 29, 2020

You won’t get to second unless you take your foot off first.” Successful players must get out of their comfort zones and risk being tagged out in order to win the game. That said, I’ve committed to getting out of my sales comfort zone this year, and that means confronting my technology aversion head on. I’d delegate if I could.

Referrals 156

Referrals Gatekeeper Hiring Sales Qualified Lead 156

No More Cold Calling

JUNE 19, 2014

The gatekeepers are onto your tricks. Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers. Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers. But gatekeepers are good at their job. Of course you would.

Gatekeeper 280

Gatekeeper Referrals Cold Calling B2C 280

No More Cold Calling

FEBRUARY 18, 2016

I’ve been selling for decades, but I’d never spoken with the CEO of a Fortune 500 company. Yet, getting Bill on the phone was surprisingly easy, thanks to a referral from someone he trusts. That’s the best part of getting referrals: leveraging the insights of your referral source.). Time invested: 30 minutes.

Referrals 120

Referrals Gatekeeper Cold Calling Lead Generation 120

Marc Wayshak

JULY 1, 2021

Don’t wait to get motivated; just pick up the phone. I would go get that extra cup of coffee, check my email for the hundredth time, or randomly have a conversation with someone nearby. But what I was really doing was waiting to get motivated. And when we wait to get motivated, the motivation never comes.

Gatekeeper 115

Gatekeeper Call-back Campaigns Up-Sell 115

Selling Energy

MARCH 16, 2021

Getting a meeting with a CEO, CFO or anyone else at the C-level can be challenging. I can tell you that you’re not going to get to them by using a fake ID badge or sneaking past the gatekeeper. However, you will by making a thoughtfully crafted and genuinely compelling case for a meeting.

Meeting 52

Meeting Gatekeeper How To Sales Meeting 52

No More Cold Calling

OCTOBER 26, 2017

Sales leaders complain that their account based sales teams don’t get enough qualified leads, their pipelines are fluff, gatekeepers block their access to the C-suite, and the sales process is way too long. Here’s how to stop losing deals. Leadership can’t count on accurate forecasts when pipelines are unqualified. Big problem.

Decision Maker 207

Decision Maker Referrals Cold Calling Lead Rank 207

Sales and Marketing Management

MARCH 26, 2018

Author: Peter Gillett, CEO and founder, Zuant. Think of someone who disrupts an executive’s day by getting past the gatekeeper explaining he/she knows that person and is following up ‘our previous discussions’ – yeah right! Sure new technologies in other industries can be a little daunting.

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

SalesLoft

MARCH 20, 2020

Guest post by Scott Leese, CEO & founder of Scott Leese Consulting , and founder of The Surf and Sales Summit. You’re used to having people right next to you to get advice. Get the Help You Need. ” A better question is: “What’s one thing I should work on if I’m struggling to get past gatekeepers? .”

Scale 131

Scale Gatekeeper Churn Quota 131

InsideSales.com

JUNE 26, 2020

Examples include: – CEO (Chief Executive Officer). Examples include: – CEO (Chief Executive Officer). Cold calling any CEO is difficult, but not impossible — if you know how to structure your pitch and how to get past gatekeepers. RELATED: C-LEVEL SECRETS – TIPS FOR CONNECTING WITH THE TOP BRASS.

Inside Sales 98

Inside Sales Cold Calling ROI Call-back 98

No More Cold Calling

JANUARY 18, 2018

What are your best practices for getting in the door?” Step two is getting on the phone with them and quickly tell them (a) what you know about them, (b) why you think you can help, and (c) a reason why they should talk to you. It’s still who you know that counts. Whoa, did I really say that? Outbound is the operative word.

Referrals 204

Referrals Account Cold Calling Scale 204

criteria for success

OCTOBER 28, 2021

For this week's blog post, I sat down with our CEO and Founder, Charles Bernard, to discuss why old school hunting in sales outreach doesn't work in today's market, and what new school outreach asks of salespeople and leaders. Read on to learn more! Sales Outreach: Why Old School Hunting Doesn't Work. Rylan: “This is Rylan Sylvester.

Hiring 98

Hiring Banking Call-back Trends 98

LeadFuze

AUGUST 10, 2021

For most, it’s a long journey that involves plenty of falling down, picking yourself up, and getting back out there. Want to know how to be a good salesperson? Every time we hire new reps the ones we want are the ones that want training, the ones who are constantly wondering how to be a good salesperson. 1 Responsible. 1 Responsible.

Gatekeeper 52

Gatekeeper Sales Qualified Lead How To Cold Calling 52

No More Cold Calling

FEBRUARY 29, 2016

They also win by getting referrals. That’s why the salesmen and saleswomen who cultivate relationships and leverage them for introductions to prime prospects get meetings faster, fill their pipelines with hot sales leads, and convert prospects into clients more than 50 percent of the time. Think sales has changed a lot?

Referrals 120

Referrals Incentives Incentive Cold Calling 120

InsideSales.com

OCTOBER 23, 2019

Get Social. Cold calling the CEO is difficult, but not impossible — if you know how to structure your pitch and how to get past gatekeepers. Is it easier to get a mid-level manager on the phone? Read on for some tips to help engage better with high-ranking officers. Start at the Top. Forget the Features.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

Hubspot Sales

AUGUST 21, 2023

In the past, cold calling meant using a "spray and pray" method, spending time making intrusive calls with no prior qualification, hoping that your message would resonate with someone. You have your list of names and phone numbers. Before the end of the day, you need to make 100 calls. Now all you need is a cold call script.

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

LeadIQ

MAY 23, 2018

Over the past few months, we’ve had a lot customers come in and buy LeadIQ just for our phone data. Companies are now using cell phone numbers to skip gatekeepers, and sure enough, we’ve find it a bit easier to get this data with our algorithms. Steve Richard , Founder and CEO at ExecVision Webinars.

Cold Calling 70

Cold Calling Gatekeeper Webinar Metrics Data 70

Bernadette McClelland

JANUARY 15, 2017

On my return home, I was asked to prepare for an interview and one of the questions was whether I had seen any changes over the past few years in the B2B sales space and if so, what were those changes? In the past it was relatively easy for us to sell our products – it was almost a paint by numbers. Very much like the sales profession.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Sales Evangelist

NOVEMBER 17, 2019

Throughout his sales journey, Terry has observed three bottleneck scenarios in which entrepreneurs and sales professionals can get stuck. The first is that many struggle to increase their sales and income because they are not getting in front of the right kinds of companies and individuals. Terry Hansen hails from Idaho Falls, Idaho.

Closing 67

Closing Decision Maker Ideal Customer Profile Gatekeeper 67

Smooth Sale

SEPTEMBER 11, 2018

For further insight read “Do You Reflect On the Past to Improve the Future?” . Included were guards, gatekeepers, receptionists, and people in the basement, in addition to the executives of large corporations. My favorite example was having called the CEO of a company. At first, the negativity was highly disappointing.

Sports 68

Sports Hiring Loyalty Exercises 68

CloserIQ

AUGUST 5, 2019

When you’re selling to a mid- or lower-level buyer, it’s usually a multi-step process to get to the real decision-maker. But, if you sell directly to an executive, your sale can get closed faster – and better. . They know what these buyers care about and how to get through to them. . CEOs, COO, CFOs, etc. are all busy.

Buyer 89

Buyer Gatekeeper Vendor Decision Maker 89

Hubspot Sales

MAY 12, 2023

EAs need to be diplomatic with good communication while remaining a firm and decisive gatekeeper for the executive. Ali Schwanke, CEO of HubSpot consultancy Simple Strat , has hired several virtual assistants to assist her with tasks from researching speaking engagements to managing her inbox and posting on social media.

Hiring 103

Hiring Examples Social Media Software 103

Marc Wayshak

NOVEMBER 11, 2020

After all, there’s so much Hollywood gets wrong about selling…and a few things it gets right, too. He tries to hype himself up to get over his nerves, repeating, “I got to do this. He tries to hype himself up to get over his nerves, repeating, “I got to do this. Tip #2: It’s okay to get a “no” from a prospect.

Call-back 62

Call-back Cold Calling Hiring Gatekeeper 62

Zoominfo

OCTOBER 21, 2021

This is a perfect analogy to what actually occurs in the sales process , where information starts out broad in the beginning and gets incredibly granular towards the end. Every business needs to fill its sales funnel with qualified leads, convert those leads into customers, and retain paying customers for the long term.

Top of Funnel 130

Top of Funnel Funnel Data Sales Qualified Lead 130

Close.io

DECEMBER 3, 2019

Let’s get started. Most successful sales reps have a wealth of experience with cold calling. They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. We’ve already introduced you to amazing sales books. Jump to category: ?

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Sales Hacker

APRIL 12, 2021

Don’t get me wrong. I may be a founder and CEO, but I sell on the daily. I may be a founder and CEO, but I sell on the daily. Selling in the face of sales objections can be tough. But our self-limiting beliefs can make it tougher. You can read the complete piece here on Reddit. I know just how tough sales can be. “No

Objections 129

Objections Decision Maker Face-to-face Coaching 129

Sales Hacker

JULY 17, 2020

Are you one of the millions of salespeople still searching for ways to overcome your phone fears and finally get over your call reluctance? He and his company evaluated almost two million salespeople over the past thirty years, and they found three main causes for call reluctance that live inside every salesperson’s sales DNA.

Decision Maker 120

Decision Maker How To Call-back Cold Calling 120

Tony Hughes

FEBRUARY 22, 2018

Ghostjacking is when the CEO allows you to drive their profile in order to connect from the C-Level to the C-Level. The office of The President, The Prime Minister, The Pope, The CEO, Rockstars, Hollywood icons… they all have trusted delegates who reach-out, reply to correspondence and manage social on their behalf. Drum roll please.

Ideal Customer Profile 66

Ideal Customer Profile Social Media Account Penetration 66

Pipeliner

MAY 26, 2018

The only way to get someone to buy is for you and your team to sell. Sales in some form or another remains in the top 10 concerns of CEOs and business owners. Getting your full-team motivated and onboard with sales one of the major challenges CEOs face today. In business sales is the most important strategy.

Face-to-face 49

Face-to-face Gatekeeper Revenue Negotiation 49

Sales Hacker Training

NOVEMBER 6, 2019

If you’re one of them, that’s both good news and bad: It means sales is growing, but you’re going to have a lot of competition getting started. We reached out to several of our friends — all successful sales pros in a range of roles — to get their input: Mark Kosoglow. Founder and CEO of Sales Hacker. Collin Cadmus. Aaron Ross.

Hiring 79

Hiring Demand Generation Agencies Up-Sell Hubspot 79

SalesLoft

APRIL 19, 2018

Take that intel, and use it to A) figure out the best way to address a pain point and B) get past the final gatekeeper. By the time you get to the decision maker, you must know enough to give them insights into their own business. Technology has evolved, but has your approach to your sales pipeline? Slow your roll.

Pipeline 69

Pipeline Top of Funnel Social Media Decision Maker 69

OnePageCRM

JUNE 15, 2017

Now that you’ve prepared, it’s time to get in the zone and start dialling. Now that you’ve prepared, it’s time to get in the zone and start dialling. How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call. Making the call.

Gatekeeper 46

Gatekeeper Social Media How To Decision Maker 46

Salesmate

JULY 28, 2020

You will experience less friction, require less energy, and get better sales results faster. You will experience less friction, require less energy, and get better sales results faster. Books help in expanding knowledge. The more you learn, the better you can perform when it comes to nurturing and converting sales deals.

Lead Rank 103

Lead Rank Buyer Influencer Outbound 103

Anthony Cole Training

APRIL 15, 2011

getting sales decisions (4). Tony Cole, Founder and CEO of Anthony Cole Training Group. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now. Tonys Top Ten. 7 More Sales Core Competencies. Tony Cole on TV.

Hiring 174

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 174