Gatekeeper Lead Qualification Prospecting 
Sales 2.0
MARCH 31, 2025
It can seem like completing an activity such as prospecting is not critical in the frenzy of our busy day, but each action skipped at this stage can mean a reduction in closed deals in the months to come. The economic buyer The users The gatekeepers If you dont know the people that play the roles above, you are taking a risk with your sale.
Pointclear
JANUARY 26, 2012
Telephone is great for outbound inquiry generation, as well as lead qualification and nurturing. Direct mail Direct mail, for decades the workhorse of direct response communications for lead generation, still delivers the goods. With 18,500 business lists available for rent in the U.S.,
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No More Cold Calling
JULY 29, 2021
Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.
No More Cold Calling
JULY 13, 2021
You get an introduction to your prospect, and you get a meeting with the decision maker. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. If you don’t get the meeting, Part Two doesn’t matter.
Sales 2.0
OCTOBER 7, 2024
The economic buyer The users The gatekeepers The coach I described these four types of people and gave you some tips on how to find the fourth type of person a “coach”. If you are not confident that you know who the economic buyer is, who the users are, and who the gatekeepers are, then issue yourself a “red flag” for each information gap.
Zoominfo
NOVEMBER 9, 2020
The traditional sales funnel is a stage-based approach to turning prospective leads into buyers. This goes for everything from tactical approaches to business development research to the underlying characteristics that make said prospects qualified enough to engage in the first place. What Tools Do People Use for Sales Funnels?
No More Cold Calling
JANUARY 11, 2024
Sales leaders bemoan that they don’t have enough qualified leads in the pipe, that their people aren’t getting meetings with decision-makers, that they can’t seem to differentiate themselves from competitors. Achieving referral success means adopting referral selling as a strategic initiative for sales prospecting.
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