DiscoverOrg Sales

FEBRUARY 6, 2019

Include decision-makers in email for better response rates. It’s really important in our outbound channel that we focus on two areas when it comes to the organizational charts. Check out our on-demand webinar: How to Leverage Gatekeepers to Reach Decision-makers. Strategic post-event follow-up.

Decision Maker 29

Decision Maker Video Outbound Influencer 29

Hubspot Sales

APRIL 7, 2025

As per our survey: 24% of respondents say their sales orgs leverage cold calling as a primary sales channel. 25% say they leverage it as a secondary sales channel. Well, respondents who say their sales org leverages cold calling as a primary sales channel : 2% say it comprises 0% of their sales orgs' prospecting efforts.

Cold Calling 64

Cold Calling Hubspot Report Data 64

Sales and Marketing Management

MARCH 26, 2018

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! In these three channels is where sales performance can be enhanced. With today’s technologies, there is no excuse for this kind of ignorance except laziness.

How To 218

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

Mr. Inside Sales

APRIL 29, 2022

I was a little offended by this, but I took his advice and channeled my energy into my next pitch, and guess what? He said that wasting that on other sales reps (and taking them off the phone) was a waste of that energy, and that the best thing I could do after making a sale was to pick up the phone and make another one.

Face-to-face 156

Face-to-face Gatekeeper Energy Licensing 156

DiscoverOrg Sales

NOVEMBER 27, 2018

A “BASHO email” is a fancy-pants name for a very personalized B2B email , usually addressed to a decision maker at a high-value account. When your prospect is a decision maker. It’s hard to get decision makers, department heads, and people of influence – the people you really want to reach – on the phone.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

Act!

NOVEMBER 12, 2024

Because they are useful for lead generation and relationship building, social media channels are an indispensable part of any sales strategy for starting and growing a business. All you have to do is identify your target audience ’s preferred social media channels and become active there.

Social Selling 52

Social Selling Social Media Ideal Customer Profile Channels 52

DiscoverOrg Sales

SEPTEMBER 12, 2018

But you’ll have to call through the switchboard, so you’ll get a gatekeeper whose job is to make sure that you’re not going to waste that decision-maker’s time. So you call 1-800 numbers, you call through company directories, you get gatekeepers and switchboards. Guessing email addresses.

Retention 185

Retention Data Video Gatekeeper 185

SalesHandy

FEBRUARY 23, 2021

Especially when you’re looking for decision makers, who’re usually inaccessible, and often indistinguishable from other prospects within the organization. Hence it is important to learn and figure out how to find decision makers in a company as part of your sales process. Who are Decision makers in a company.

Decision Maker 52

Decision Maker Company How To Campaigns 52

Zoominfo

NOVEMBER 9, 2020

Gone are the days when the salesperson can act as a gatekeeper of information, forcing the buyer to have to meet with them throughout the information-gathering stage. Success at this stage requires go-to-market teams to decipher which channels and messaging turns prospects into customers. Related blog: What is intent data?

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

Zoominfo

MAY 22, 2024

A world where every seller has the tools, tactics and connections that were once held hostage by old-school gatekeeping. These alerts can be shared across multiple channels, allowing teams to quickly triage emerging opportunities and act decisively on high-quality intent signals.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Scale Marketing 130

Hubspot Sales

NOVEMBER 21, 2018

decision makers for every sale who have a say in whether a product is purchased. Decision maker: gives final approval for the purchase. Gatekeeper: Blocker in getting a product implemented or approved. Possible paid digital ad channels might be LinkedIn, Google Ads, Facebook, and Twitter. The Channel Model.

Paid Content 145

Paid Content Top of Funnel Lead Rank Webinar Metrics 145

Sales Evangelist

JANUARY 22, 2021

Remember that a decision-maker is a person. No matter how big the company you are selling to, you will still talk to the decision-maker. Look at the gatekeeper as the decision-maker to get past the door. If you do prospecting correctly, you will close unbelievably well. Try Pipedrive today for FREE!

Prospecting 105

Prospecting Decision Maker Strategy Gatekeeper 105

Hubspot Sales

JULY 22, 2024

In many cases, prospects need to be compelled to act, and digital channels may not be enough to close the sale. A modern enterprise communication solution can help simplify your outbound communications by connecting your telephone sales with your other digital channels. Rep: Are you the decision-maker?

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

Janek Performance Group

DECEMBER 6, 2021

One of the biggest benefits of prospecting during the holiday season is fewer gatekeepers. In our experience, many decision-makers work through the holidays. Another benefit is while these decision-makers are in the office during the holidays, they often have more free time to talk with you. That’s for amateurs.

Sales Qualified Lead 118

Sales Qualified Lead Decision Maker Gatekeeper Call-back 118

Salesmate

FEBRUARY 21, 2020

You need to stay focused, get past the gatekeepers, connect with the right decision-makers, and convince them to meet you. You should be able to get the decision-maker at ease as quickly as possible for setting a meeting. You’ll rarely get chances to speak with the decision-maker.

Sales Meeting 99

Sales Meeting Meeting B2B Decision Maker 99

Zoominfo

APRIL 17, 2020

That information lies with the hiring manager, the ultimate decision-maker in the process. Identify the Right Decision Makers Within Your Target Organization. Understand organizational dynamics and figure out who will need to be involved with every hiring decision. Does HR act as a gatekeeper?

Ideal Customer Profile 100

Ideal Customer Profile Hiring Decision Maker Buyer Persona 100

Mereo

JULY 14, 2022

B2B decision makers have often been akin to the Viking warriors centered behind a shield wall. According to a past Objective Management Group analysis , only 1% of salespeople new to sales — those often with the onus of sales development — can get past the shield of gatekeepers to access decision makers.

Decision Maker 36

Decision Maker Gatekeeper Ideal Customer Profile Analysis 36

Hubspot Sales

JULY 23, 2018

If you've had trouble getting past a gatekeeper or find it difficult to reach the right person at a prospective company, keep a close eye on their hiring. Once on the jobs landing page, click "Create Search Alert" and choose a cadence and notification channel for LinkedIn to use to share hiring news and new positions with you.

LinkedIn 145

LinkedIn Prospecting Hiring Ideal Customer Profile 145

Hubspot Sales

JULY 9, 2018

Buyer personas are also great for determining what type of content and channels to use to approach them. Expand - When making account-based sales, buying decisions are often made by numerous stakeholders in the company. Company size, number of employees, location, and annual revenue help you decide which accounts to target.

Account Based Marketing 111

Account Based Marketing How To Twitter Sales Qualified Lead 111

Sales Hacker

DECEMBER 30, 2020

78% of customers expect a consistent customer experience across departments and digital channels. Creating a cohesive customer experience across all of your digital channels and departments can drastically improve your bottom line and customer satisfaction. 81% of non-C-suite employees have some influence on final purchase decisions.

Revenue 134

Revenue Lead Rank Hiring Account Based Marketing 134

Salesmate

AUGUST 14, 2020

Email is, without a doubt, one of the strongest communication channels to reach the prospects. It is necessary to connect with the decision-maker of the company rather than wasting time on the gatekeeper. So, you need to find out who has the authority to make a buying decision at the prospect’s company.

CRM 119

CRM Case Study Face-to-face Follow-up 119

Zoominfo

OCTOBER 21, 2021

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. Has your prospect followed you on social channels?

Top of Funnel 130

Top of Funnel Funnel Sales Qualified Lead Data 130

Hubspot Sales

DECEMBER 23, 2022

Even in instances where salespeople can identify interested customers, 19% of salespeople struggle with getting in direct contact with decision-makers. You can also access verified emails for decision-makers within their target organizations. For more advanced functionality, paid plans start at $39 per user per month.

Tools 128

Tools Ideal Customer Profile Prospecting Intent Data 128

Janek Performance Group

DECEMBER 20, 2023

These are scheduled for fixed days, times, and channels, such as phone calls, emails, LinkedIn requests, etc. They have more decision makers and can take their time. How do you best apply prospecting skills through intermediators or gatekeepers? Share what they need to do in their channel to deliver your message.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

Janek Performance Group

JUNE 10, 2024

Because sales is more complex than ever, professionals in the field have to keep in mind they face the very real possibility that they’ll be selling to a group of decision-makers, rather than a single final decider. Once this is determined, sellers can target the specific needs, goals, and objectives of decision makers.

Decision Maker 62

Decision Maker Face-to-face Motivation Influencer 62

Sales Hacker

NOVEMBER 15, 2017

Average Sale/Selling Price (ASP) is a term that may refer to 1) the average price of a product in a given market or channel or 2) the price a certain class of products or services is commonly sold for. Channel Partner. Channel Sales. Decision Maker. Base Salary. BASHO Email. Business Development Representative.

Lead Rank 105

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 105

Zoominfo

MAY 21, 2020

A “BASHO email” is a fancy-pants name for a very personalized B2B email, usually addressed to a decision-maker at a high-value account. When Your Prospect Is a Decision-Maker It’s hard to get decision-makers, department heads, and people of influence —the people you really want to reach—on the phone.

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

Pipeliner

SEPTEMBER 10, 2024

Key Takeaways: Procurement as a Strategic Partner : Recognize that procurement professionals are not just gatekeepers but integral to the decision-making process. He advises salespeople to be cautious of RFPs that restrict access to decision-makers or do not provide clarity on competitors. He is CSMO at Pipeliner CRM.

Video 52

Video Decision Maker Consultative Selling Gatekeeper 52

SalesLoft

APRIL 19, 2018

Look a level deeper when identifying decision makers. In fact, referral leads convert 30% better than leads from other channels, and they have a 16% higher lifetime value ( Hubspot ). 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. Slow your roll.

Pipeline 69

Pipeline Top of Funnel Social Media Decision Maker 69

Close.io

DECEMBER 3, 2019

Overall it’s a great resource to learn successful prospecting across multiple channels. In the following sections, the author covers converting your cold calls into warm calls through better conversations and getting past the gatekeeper to close more sales. The Complete Idiot's Guide to Cold Calling.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Sales Hacker

JANUARY 24, 2018

Identify channels where your prospects are active. You should constantly be testing new approaches, especially when using saturated channels like cold email. As everyone is still going all-in on digital channels, this traditional medium has a huge opportunity for attention. Set up meetings with senior-decision makers.

Lead Generation 100

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 100

Chorus.ai

NOVEMBER 24, 2020

After rigorous prospecting to determine the companies (and decision-makers/gatekeepers) to approach, your sales reps will pick up the phone. On the other hand, outbound prospecting is when your sales development pros actively pursue potential leads through channels such as Google, LinkedIn, or other social media.

Cold Calling 62

Cold Calling Meeting Gatekeeper Decision Maker 62

The Spiff Blog

SEPTEMBER 9, 2022

Losses aren’t shared with the entire company and teams don’t rally in Slack channels to react to losses with flame emojis. When reps are contending with gatekeepers, champions, influencers, blockers, and decision-makers, lost opportunities may require a more nuanced explanation than “getting outsold.”

ROI 83

ROI How To Face-to-face Commission 83

Autoklose

MARCH 4, 2024

Another plus lies in the fact that there are no gatekeepers that will stop them from reaching a decision-maker. It’s Easier to Reach Decision-Makers As we’ve already mentioned, decision-makers can be extremely hard to reach, and before you get a chance to even schedule a meeting, you need to get past the gatekeeper.

Cold Calling 52

Cold Calling Decision Maker Scale VanillaSoft 52

Tenbound

JULY 22, 2024

Creating Buyer Personas Developing detailed profiles of key decision makers Identifying titles, roles and responsibilities To effectively tailor your solution and messaging, it’s essential to understand exactly who is involved in the buying decision and what their specific roles are. Or proposals?

Ideal Customer Profile 64

Ideal Customer Profile Lead Rank B2B Lead Scoring 64

Tenbound

JANUARY 3, 2024

The Ideal Prospect Persona (to help identify the right people) includes: Decision maker. Influence map : a map of those who influence decision makers. sales leaders) 2- Gatekeepers: (e.g., Determine the communication channels (emails and phones are the most reliable methods). It is content dependent.

Prospecting 49

Prospecting Outsourcing Services Top of Funnel Sales Qualified Lead 49

OnePageCRM

JUNE 15, 2017

How to get past gatekeepers. Since you’re cold-calling, chances are you don’t have a direct line to the decision-maker you’re trying to reach. 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.

Gatekeeper 46

Gatekeeper Social Media How To Decision Maker 46