DiscoverOrg Sales

NOVEMBER 27, 2018

It’s hard to get decision makers, department heads, and people of influence – the people you really want to reach – on the phone. 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.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

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. We can’t just start high, but we have to call wide, engaging the key people and those that influence them in these issues. He quickly channeled the conversation to the things we did.

Gatekeeper 111

Gatekeeper Face-to-face Promotion Channels 111

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. Onalytica : Find relevant influencers for your brand. We Welcome Your Joining Us: Noon, U.S.

Hiring 117

Hiring Gatekeeper Media Channels 117

Hubspot Sales

NOVEMBER 21, 2018

Influencer: Convinces others the product is needed. 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.

Paid Content 145

Paid Content Top of Funnel Lead Rank Webinar Metrics 145

Zoominfo

APRIL 17, 2020

Does HR act as a gatekeeper? If there are many people involved, you can determine if there’s equal representation or who has the most influence in the hiring decision. Knowing how to contact these influencers will allow you to build relationships and keep your messaging relevant. Or, is there executive involvement?

Ideal Customer Profile 100

Ideal Customer Profile Hiring Decision Maker Buyer Persona 100

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

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

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

Close.io

DECEMBER 3, 2019

Instead of taking orders, you turn into sales influencers. Hyper-Connected Selling: Win More Business by Building Personal Influence & Creating Human Connection. Overall it’s a great resource to learn successful prospecting across multiple channels. Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Sales Hacker

JANUARY 24, 2018

Logos of publications you’ve appeared in or a picture of you with an industry influencer can quickly boost credibility. Brian Dean boosts credibility on his homepage by including blogs where he’s featured, as well as testimonials from other marketing influencers: Remember the recommendations you gathered when optimizing your LinkedIn profile?

Lead Generation 100

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 100

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. Gatekeeper. Gatekeeper is a person (e.g., Base Salary. BASHO Email. Closed Won.

Lead Rank 105

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

SalesLoft

JUNE 2, 2015

It is impossible to influence without timely communication. Through which channels is my prospect connected at that particular time of day? You might have to wait until 11:30am or 12pm ET as gatekeepers typically arrive into the office around 8:30am or 9am (pro tip: send an email first and follow up with a call later).

Cold Calling 52

Cold Calling Gatekeeper Social Media Follow-up 52

Pipeliner

JULY 16, 2024

The Role of the “Judge” At the core of self-sabotage is the “judge,” a mental gatekeeper that interprets events and triggers negative emotions. Meislin emphasized that recognizing the judge’s influence is the first step toward overcoming self-sabotage. He is CSMO at Pipeliner CRM.

Video 52

Video Lead Rank Lead Scoring Strategy 52

Close.io

JANUARY 7, 2019

If you’re influencing people too much without giving them real value, you’re just creating a reality distortion field. But today, there are so many channels where you don’t have to rely on a gatekeeper. Take a step back and really dig into your top marketing channels. But they won’t buy. Founders are a passionate group.

Strategy 132

Strategy How To Top of Funnel Follow-up 132

Tenbound

JANUARY 26, 2024

Beyond Email: Exploring Multi-Channel Outreach Expanding Your Reach Across Multiple Channels While cold emails are a powerful tool, don’t limit yourself to email alone. Explore other channels, such as social media platforms, to expand your outreach efforts. Is it advisable to use multiple channels for cold outreach?

Case Study 64

Case Study Segment Social Media Follow-up 64

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

Janek Performance Group

JUNE 10, 2024

Also read the room carefully – you want to try to ascertain who the influencers and decision-makers are and appeal to them. Influencers in particular can be critical in helping build post-presentation consensus and agreement in a multi-departmental decision-making process. It’s what they are all working toward.

Decision Maker 62

Decision Maker Face-to-face Motivation Influencer 62

Tenbound

JANUARY 3, 2024

Influence map : a map of those who influence decision makers. This includes: 1- Direct influencers: (e.g., sales leaders) 2- Gatekeepers: (e.g., internal finance professionals) 3- indirect influencers: (e.g., Determine the communication channels (emails and phones are the most reliable methods).

Prospecting 49

Prospecting Outsourcing Services Top of Funnel Sales Qualified Lead 49

OnePageCRM

JUNE 15, 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. Once you reframe it like this, everything boils down to the basics of influence and persuasion.

Gatekeeper 46

Gatekeeper Social Media How To Decision Maker 46

Tenbound

JULY 22, 2024

To be truly useful, an ICP definition must go beyond basics like company size, industry, and title to encompass key challenges, motivations, influences, and decision criteria specific to your solution. The Influencer Trusted advisors to the decision maker, they can sway opinions either way. Or proposals?

Ideal Customer Profile 64

Ideal Customer Profile Lead Rank B2B Lead Scoring 64

Zoominfo

MAY 21, 2020

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. 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. Thanks again for the email.

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

Close.io

JANUARY 7, 2019

If you’re influencing people too much without giving them real value, you’re just creating a reality distortion field. But today, there are so many channels where you don’t have to rely on a gatekeeper. Take a step back and really dig into your top marketing channels. But they won’t buy. Founders are a passionate group.

Strategy 64

Strategy How To Top of Funnel Follow-up 64

Sales Overdrive

JULY 24, 2012

These days there are many channels one can use to reach these markets and begin what we like to call the “Conversation” – that meaningful, collaborative business conversation that ultimately has the best chance of developing into a business relationship. Don’t be fooled! Just don’t start with them.

Conversion 20

Conversion Decision Maker Gatekeeper Social Media 20

Sales Overdrive

JUNE 22, 2012

Let’s start with Targeting: First you will need to build the ideal profiles of your target prospect industries and channels. It’s hard to avoid them as they play the roles of effective gatekeepers and influencers. So if you are speaking with the “technical” influencer, be mindful of the reason they ask for information or a demo.

Conversion 20

Conversion Decision Maker Lead Rank Lead Scoring 20

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. Once you reframe it like this, everything boils down to the basics of influence and persuasion.

Top of Funnel 20

Top of Funnel Cold Calling How To Sales Qualified Lead 20

Sales Hacker

JANUARY 10, 2018

Using the two channels results in an up to a 35% lift over a single channel—IWCO. Consider delivering critical information in both channels to reinforce the message and increase the likelihood it’ll make an impact. This will get past any B2B gatekeepers as well as attract more attention than an email might.

Direct Mail 108

Direct Mail Campaigns Marketing Channels 108

Sales Hacker

MARCH 2, 2020

How to Win Friends and Influence People. Shanks has trained and advised 100’s of companies on SPEAR Selling to increase sales pipeline in all types of sales functions (inside sales, field sales, customer success, channel sales). It’s the winning approach John Hall used to build Influence & Co. Difficult Conversations.

Top of Funnel 143

Top of Funnel Lead Rank Hiring Handbook 143

Hubspot Sales

AUGUST 21, 2023

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. Test the various channels and continue advertising on those showing high conversions. Next, optimize your audience.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Sales Hacker

JULY 30, 2018

In this guide, I’ll share with you a proven B2B marketing strategy framework that will help you identify the most prolific market segments, your ideal customer profile, and the right marketing channels to generate leads. Ease of getting past gatekeepers. There are dozens of marketing channels, tools, and growth hacks you can implement.

Ideal Customer Profile 96

Ideal Customer Profile Top of Funnel B2B Strategy 96

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

LeadFuze

DECEMBER 31, 2021

It involves identifying the channels and tools you’re going to use, as well as what resources are needed for that journey. What Are the Main B2B Marketing Plan Channels? We are going to go over some marketing channels and strategies, then take a look at how you should create your b2b startup marketing strategy the right way.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

Autoklose

JANUARY 22, 2024

A few examples of such criteria are the number of times a user has visited your website, the amount of personal data they have shared with you, and the level of interaction they have had with your business on various digital and social media channels. Opt for a digital business card over a physical one to ease data capturing and collection.

Lead Rank 52

Lead Rank Lead Scoring Strategy Hiring 52

Tony Hughes

FEBRUARY 22, 2018

Where I'm going with this is that Trigger Event selling is a science irrespective of technological channel. It's called influence, understand the science and persuasion. Are you thinking of social selling from a lens of elevating the channel? I prefer a cell phone to show localized caller ID so prospects actually pick up.

Social Selling 66

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