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. Recipe for High-Performance Selling.

How To 218

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

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

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

No More Cold Calling

JANUARY 24, 2019

The key to qualified lead generation is being a welcome call, and for busy executives and their gatekeepers , cold calls are definitely not welcome. The person’s name came from a specific list. Pull out your wool coat, because, baby, it’s freezing cold outside!). The Odds Are NOT in Your Favor? . Why do salespeople hate cold calling?

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Zoominfo

APRIL 20, 2020

People are using their cell phones for business, and if your sales team has access to those numbers, they don’t have to deal with voicemails that are never checked or gatekeepers that won’t pass along their messages. Use your video conferencing and Slack channels to share pictures and memes to celebrate wins. Think about it.

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

Sales and Marketing Management

SEPTEMBER 4, 2018

In this context, I’m referring to companies that sell their products and services directly to their customer base rather than selling through retail or other sales channels (distributors, value-added resellers, system integrators, and so on). Are you speaking to decision makers or gatekeepers or influencers?

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Alice Heiman

DECEMBER 6, 2022

Sales teams can no longer be gatekeepers of the buyer’s journey. Watch the podcast below or on our YouTube channel. We’ve created a process where the salesperson is a gatekeeper for information instead of giving it to consumers on their terms. It’s looking at the end-to-end customer journey and experience. [40:03]

Scale 127

Scale Outsourcing Services Hiring Sales Process 127

Sales Hacker

SEPTEMBER 4, 2020

Traditional outreach channels are overused. These two channels have been used for decades, but that means prospects have developed strategies to avoid being disturbed by pushy salespeople. These two channels have been used for decades, but that means prospects have developed strategies to avoid being disturbed by pushy salespeople.

Quota 119

Quota Meeting Cold Calling Channels 119

Zoominfo

MAY 21, 2020

If you don’t have their direct-dial phone number , you could plan to spend a lot of time negotiating with admins and other gatekeepers, or pressing buttons to navigate the phone tree. Rich was the Senior VP of Business Development for channel partners—not the new business team. Or you could send them a clever BASHO email.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Partners in Excellence

JANUARY 18, 2013

Gatekeepers will do their job. These gatekeepers will do their job and prevent you from wasting anyone else’s time. He quickly channeled the conversation to the things we did. ” Calling at the top is just pure laziness, and customer have broken that code.

Gatekeeper 118

Gatekeeper Face-to-face Promotion Channels 118

DiscoverOrg Sales

FEBRUARY 6, 2019

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. You might also like: [VIDEO] How to Leverage Gatekeepers to Reach Decision-makers. Org-charting Your Next Sale.

Decision Maker 29

Decision Maker Video Outbound Influencer 29

Partners in Excellence

JULY 26, 2022

” Everyone is focused on inundating our prospects and customers with messaging through every channel. They also know they have to reach out through multiple channels. Use multiple channels, make sure you are consistent, but not repetitive across channels. PICK UP THE PHONE! And use voicemail, if your target has it.

Ideal Customer Profile 102

Ideal Customer Profile Face-to-face Channels Gatekeeper 102

SalesLoft

MARCH 20, 2020

” A better question is: “What’s one thing I should work on if I’m struggling to get past gatekeepers?” Keep a hawk’s eye on your communication channels. Be specific and avoid vague requests like: “Any advice you have would be much appreciated.” ” Follow up. ” Then do it.

Scale 131

Scale Gatekeeper Churn Quota 131

Hubspot Sales

NOVEMBER 21, 2018

Gatekeeper: Blocker in getting a product implemented or approved. You’ll have three variables to test: the channel you advertise on, the audience you target, and the message you share. Possible paid digital ad channels might be LinkedIn, Google Ads, Facebook, and Twitter. The Channel Model. Buyer: Owns the budget.

Paid Content 145

Paid Content Top of Funnel Lead Rank Webinar Metrics 145

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

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

John Barrows

FEBRUARY 25, 2020

But the difference is, I think in a lot of these reported stats is that people identify connect with like a gatekeeper or an admin or something of that nature. If you take into consideration all channels, phone is still very effective when it comes to the success rate, right? I mean, we see around a 4% connect rate.

Prospecting 126

Prospecting Cold Calling Engineering Gatekeeper 126

DiscoverOrg Sales

NOVEMBER 27, 2018

If you don’t have their direct-dial phone number, you could plan to spend a lot of time negotiating with admins and other gatekeepers, or pressing buttons to navigate the phone tree. Rich was the Senior VP of Business Development for channel partners – not the new business team. Or you could send them a clever BASHO email.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

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. What this means for you. What this means for you. What this means for you.

Revenue 132

Revenue Lead Rank Hiring Account Based Marketing 132

Sales Evangelist

JANUARY 22, 2021

Look at the gatekeeper as the decision-maker to get past the door. Reach him via these channels: LinkedIn , Instagram , Twitter , and Facebook about any sales concerns. If you do prospecting correctly, you will close unbelievably well. Remember that a decision-maker is a person. Speak with Donald directly for more sales talks.

Prospecting 105

Prospecting Decision Maker Strategy Gatekeeper 105

Smooth Sale

FEBRUARY 29, 2024

But most are unaware that ‘gatekeepers’ reside within our mindset, preventing us from achieving business growth and our desires. Consider applying to appear on media channels to spread your insights to appropriate communities. It’s a known fact that open minds can open closed doors, and business growth depends on the impact we make.

Hiring 110

Hiring Gatekeeper Media Channels 110

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. Besides calls, there are many more channels that can be utilized to set appointments. It is one of the most effective communication channels to connect with prospects. Which is why most of them fail.

Sales Meeting 99

Sales Meeting Meeting B2B Decision Maker 99

Partners in Excellence

SEPTEMBER 2, 2014

It’s no wonder that customers put huge barriers to sales–screening calls, avoiding calls, putting gatekeepers in place. It’s the process of spending a few minutes researching, thinking, planning before making that call (in person or by the phone or through email or whatever channel).

Customer 124

Customer Call-back Gatekeeper Up-Sell 124

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? Prospects have access to more information than ever.

Top of Funnel 130

Top of Funnel Funnel Sales Qualified Lead Data 130

Hubspot Sales

JULY 9, 2018

Buyer personas are also great for determining what type of content and channels to use to approach them. Engage - If one stakeholder prefers email, marketing should equip salespeople to provide helpful, relevant messaging through the channel.

Account Based Marketing 111

Account Based Marketing How To Sales Qualified Lead Twitter 111

Janek Performance Group

DECEMBER 6, 2021

One of the biggest benefits of prospecting during the holiday season is fewer gatekeepers. Plan to use a variety of outreach channels, like video and LinkedIn. In our experience, many decision-makers work through the holidays. This can give you easier access with fewer distractions. That’s for amateurs.

Sales Qualified Lead 118

Sales Qualified Lead Decision Maker Gatekeeper Call-back 118

PandaDoc

JANUARY 14, 2019

Integration of different marketing channels will become more common. Traditional marketing channels will retain their importance as essential drivers of new customers. But the integration of previously disparate channels has been a notable occurrence throughout last year, and it’s expected to pick up pace even more in 2019.

Trends 88

Trends Marketing Top of Funnel Lead Rank 88

Pipeliner

MARCH 20, 2024

However, most are unaware of the gatekeepers residing within their mindsets. Consider applying to appear on media channels to spread your insights to appropriate communities. Everyone has a unique mindset, goals, and methods for achieving their desires. Set aside time to volunteer for a community that can benefit from your work.

Gatekeeper 80

Gatekeeper Benefit Motivation Follow-up 80

Janek Performance Group

DECEMBER 20, 2023

These are scheduled for fixed days, times, and channels, such as phone calls, emails, LinkedIn requests, etc. How do you best apply prospecting skills through intermediators or gatekeepers? When prospecting through intermediators, like gatekeepers, influencers, and agents/brokers, help them build their own cadence.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

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. You need to send emails at various stages of the sales process for nurturing and converting a prospect. Hi [prospect’s name].

CRM 119

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

Cience

JULY 9, 2020

Gatekeeper. The way cold calling is conducted today has been changed by technology, channels of communication, supporting processes, and different goals. According to SalesLoft , if you use both and take one channel out of the outreach equation you risk losing up to 98% of your response rate. Cold Calling Scripts that Work.

Cold Calling 79

Cold Calling Ideal Customer Profile Hiring Decision Maker 79

John Barrows

NOVEMBER 7, 2018

You can do this with everything – gatekeepers, specific objections, etc. Goals of your contact strategy could be to determine how many touches you need, what the cadence and timing looks like, or if alternative channels like video, text or LinkedIn InMail work better than email or phone.

Training 117

Training Cold Calling Ideal Customer Profile Webinar Metrics 117

Vengreso

NOVEMBER 1, 2019

The most successful sales organizations have blurred the lines on purpose because they understand modern selling techniques require an omni-channel presence and the formula for success is a multi-channel strategy where digital selling has a starring role. Use an Omni-Channel Approach. That sounds hard, doesn’t it?

Trade Show 72

Trade Show Referrals Segment Sales Qualified Lead 72

The Sales Developers

DECEMBER 6, 2019

These steps will eliminate roadblocks (gatekeepers, wrong titles, bad phone numbers, bounced emails, etc.) Most sales funnels follow the 80/20 rule, where 80% of the time is wasted on non-selling activities, such as insufficient data, wrong channels, and bad timing. and allow more time for non-selling activities, like hitting quotas.

Top of Funnel 81

Top of Funnel Outsourcing Services Funnel Outbound 81

Zoominfo

APRIL 17, 2020

Does HR act as a gatekeeper? Know who the decision makers are within your ideal clients to distribute relevant content and open those channels of dialogue. Understand organizational dynamics and figure out who will need to be involved with every hiring decision. Is it just the direct hiring manager? Or, is there executive involvement?

Ideal Customer Profile 100

Ideal Customer Profile Hiring Decision Maker Buyer Persona 100

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

Gong.io

SEPTEMBER 26, 2022

Thanks to the internet and a plethora of online communication tools, sellers can engage buyers remotely through virtual channels like email, video chat, social media, and more. Gartner predicts that 80% of B2B sales interactions will occur in digital channels by 2025. Why remote selling is the future of sales .

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108