Sales and Marketing Management

MARCH 26, 2018

Despite the plethora of martech and sales enablement technologies now on the market, most sales teams are still performing at sub-optimal levels. 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!

How To 218

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

Hubspot Sales

NOVEMBER 21, 2018

When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years.

Paid Content 145

Paid Content Top of Funnel Lead Rank Webinar Metrics 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. But in today’s go-to-market environment, data isn’t enough. But in today’s go-to-market environment, data isn’t enough. Modern sales is becoming a science. Sell Smarter. Win Faster.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Scale Marketing 130

No More Cold Calling

JANUARY 24, 2019

In fact, that’s why many buyers shy away from gated marketing content.). You call a lead that marketing has “qualified.” The key to qualified lead generation is being a welcome call, and for busy executives and their gatekeepers , cold calls are definitely not welcome. Still chilly.). The person’s name came from a specific list.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Zoominfo

MAY 21, 2020

Hyper-personalized cold emails are the main tenant of account-based sales approach (related to account-based marketing, or ABM ). 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. No response.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

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

PandaDoc

JANUARY 14, 2019

It’s a never-ending list of updates, upgrades, evolutions of tools and technology, and digital marketing trends. Keep reading to learn how you can shape your marketing strategies in the coming year. Marketing teams will create and distribute more video content. Integration of different marketing channels will become more common.

Trends 88

Trends Marketing Top of Funnel Lead Scoring 88

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. 15:05] I can count on two hands how many founders I’ve seen that didn’t have to figure out the Go-To-Market themselves before hiring the first salespeople. [17:18]

Scale 127

Scale Outsourcing Services Hiring Sales Process 127

DiscoverOrg Sales

NOVEMBER 27, 2018

Hyper-personalized cold emails are a main tenant of account-based sales approach (related to Account-Based Marketing, or ABM.). 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

Zoominfo

APRIL 20, 2020

Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. Instead, go-to-market teams are tirelessly doing anything and everything they can to hit their numbers today. Market segmentation needs to be beyond reproach and sales metrics need to be measurable and projectable.

Pipeline 100

Pipeline Marketing Top of Funnel Hiring 100

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

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

Hubspot Sales

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

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

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, it’s much more marketing.

Prospecting 126

Prospecting Cold Calling Engineering Gatekeeper 126

Zoominfo

OCTOBER 21, 2021

Through consistent processes, leaders derive quick insights on how its sales organization attacks their market. Its made up of the following: Total Addressable Market (TAM): The entire spectrum of prospective buyers who could potentially use a product — even the outliers. Has your prospect followed you on social channels?

Top of Funnel 130

Top of Funnel Funnel Sales Qualified Lead Data 130

Partners in Excellence

JULY 26, 2022

” Everyone is focused on inundating our prospects and customers with messaging through every channel. One expert community on sales and marketing used to email me a single daily update (I didn’t know why I needed updating daily, but I accepted it). They also know they have to reach out through multiple channels.

Ideal Customer Profile 102

Ideal Customer Profile Face-to-face Channels Gatekeeper 102

Sales Hacker

DECEMBER 30, 2020

There’s no telling how the sales landscape will continue to evolve, and sales representatives will need to stay agile if they want to hit their goals in an increasingly competitive market. 78% of customers expect a consistent customer experience across departments and digital channels. What this means for you.

Revenue 132

Revenue Lead Rank Hiring Account Based Marketing 132

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

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

Hubspot Sales

JULY 9, 2018

If you’re trying to catch the attention of a specific company, consider account-based marketing (ABM). For this approach, you’ll work with your marketing department to create a personalized outreach strategy for specific companies you wish to reach.

Account Based Marketing 111

Account Based Marketing How To Sales Qualified Lead Twitter 111

Salesmate

FEBRUARY 21, 2020

Businesses are well informed and abreast of the market as well as its changing trends. 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. Which is why most of them fail.

Sales Meeting 99

Sales Meeting Meeting B2B Decision Maker 99

Zoominfo

APRIL 17, 2020

Identify a particular market where your company has expertise with finding candidates and filling positions. Does HR act as a gatekeeper? Now that you’ve established your ideal client organization, you need to know who to target with marketing content and sales calls. Focus Marketing Efforts on Building Relationships.

Ideal Customer Profile 100

Ideal Customer Profile Hiring Decision Maker Buyer Persona 100

Cience

JULY 9, 2020

If you’ve worked in marketing or sales over the past decade then you’ve most likely heard it said: “Cold calling is dead.” Gatekeeper. In B2B outbound marketing, cold calling is a prospecting technique used to start business conversations with decision-makers over the phone. How is cold calling still viable? Making A Cold Call.

Cold Calling 79

Cold Calling Ideal Customer Profile Hiring Decision Maker 79

Janek Performance Group

DECEMBER 20, 2023

Finally, work with your marketing and IT teams to ensure that your email is deliverable. Confirm that your SPF, DKIM, and DMARC records are properly set up within your sales or marketing automation tools. These are scheduled for fixed days, times, and channels, such as phone calls, emails, LinkedIn requests, etc.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

Sales Hacker

NOVEMBER 15, 2017

Account-Based Marketing. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. Channel Partner. Channel Sales. This sales glossary is meant to reduce ramp time for new reps that are getting immersed in B2B sales jargon for the first time.

Lead Rank 104

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 104

Vengreso

NOVEMBER 1, 2019

That is how I think of sales and marketing alignment in the modern business environment. Traditionally known as the cats and dogs of the business world, sales and marketing are no longer two separate entities. Create Market Segments. Know who you are trying to reach and create market segments based on common pain points.

Trade Show 72

Trade Show Referrals Segment Sales Qualified Lead 72

The Sales Developers

DECEMBER 6, 2019

Whether you are trying to dominate the market you’re in or not, that means you’re going to have to have a specialized data team, whether internally or externally. These steps will eliminate roadblocks (gatekeepers, wrong titles, bad phone numbers, bounced emails, etc.) The Current Data Problem.

Top of Funnel 81

Top of Funnel Outsourcing Services Funnel Outbound 81

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. Also, unlike social media marketing , social selling efforts don’t stop at publishing meaningful and traction-worthy content on different platforms.

Social Selling 52

Social Selling Social Media Ideal Customer Profile Channels 52

LeadFuze

DECEMBER 31, 2021

The Ultimate Guide to Creating a Framework for Your B2B Marketing Plan (2022 Update). Who currently have job openings for marketing help. What Is a B2B Marketing Plan and Strategy? B2B marketing plan and strategy is about how you plan to raise brand awareness. What is a b2b marketing strategy? B2B Email marketing.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 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. Monitoring market shifts. Understanding deal risks.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

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

Hubspot Sales

DECEMBER 23, 2022

Our team gathered 19 of the best sales prospecting tools on the market in 2023. Of this user base, many are high-income earners that are currently “in the market” to buy products. This enterprise solution enables “co-selling, co-marketing, and lead-sharing” among business partners. Market monitoring. Image Source.

Tools 128

Tools Ideal Customer Profile Prospecting Intent Data 128

Close.io

JANUARY 7, 2019

They’d go into stealth mode, build a product, design their landing page and marketing funnels, and put together an intricate PR plan. Ask for product feedback (bugs/UX) and marketing feedback. This sort of feedback is invaluable for marketing teams as it gives you a direct line into your ideal customer’s head.

Strategy 132

Strategy How To Top of Funnel Follow-up 132

Nutshell

FEBRUARY 7, 2018

According to Groove, testimonials placed on their homepage, guest post landing pages, and email marketing have helped increase conversions by 15%. Referrals allow you to bypass the gatekeeper , get you ahead of the competition , earn trust and credibility , and maybe win an introduction from them to another prospect. Relevant content.

Follow-up 87

Follow-up Case Study Referrals Lead Rank 87

Sales Hacker

AUGUST 28, 2020

Sales teams often spend so much time focusing on external communication channels they forget about the importance of internal communication. For instance, if the marketing team has put together some new information about a product, they might not send it directly to the sales reps. What Is Internal Communications?

Strategy 81

Strategy Demographics Channels Follow-up 81

Hubspot Sales

MARCH 4, 2019

But today, buyers put less trust in us than they ever have, market competition is fiercer than ever, and these traits no longer separate the best salespeople from merely good ones. All I had to do to be successful was guide prospects through how to improve their marketing efforts. These are the skills your sales team needs to survive.

Hiring 108

Hiring Training Hubspot How To 108