Pointclear

JANUARY 26, 2012

Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. But what are the most effective outbound marketing channels for kicking off a business relationship? billion on search marketing for the same purpose. billion on search marketing for the same purpose.

Media 233

Media netFactor Direct Mail Trade Show 233

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

Mr. Inside Sales

DECEMBER 4, 2020

Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. Response Four: “I understand; I didn’t expect to catch you in the market right now. And let me ask you—the next time you are in the market for this, how many companies are you going to reach out to?”.

Face-to-face 191

Face-to-face Decision Maker Cold Calling Objections 191

Mr. Inside Sales

NOVEMBER 26, 2022

Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. Response Four: “I understand; I didn’t expect to catch you in the market right now. And let me ask you—the next time you are in the market for this, how many companies are you going to reach out to?”.

Face-to-face 156

Face-to-face Decision Maker Objections Gatekeeper 156

Mr. Inside Sales

MARCH 21, 2019

Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.”. Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. We’re all set”. Let me ask you…”.

Face-to-face 138

Face-to-face B2C Inside Sales Gatekeeper 138

Mr. Inside Sales

APRIL 8, 2022

This objection—like all others—is a perfect one to script an effective response to, and here is one of my favorites: Objection: “We’re happy with who we’re using” (Or any variation like, “We’re all set”): Response: “That’s perfectly OK; I didn’t expect you to be in the market today. Let me ask you this….”.

Face-to-face 156

Face-to-face Gatekeeper Decision Maker Licensing 156

Mr. Inside Sales

JUNE 19, 2020

I don’t know about you, but all my LinkedIn requests and emails from vendors now begin the same way: “I hope you and your family are staying safe…”. Dear {first name}, Now that the world is slowly getting back to work, it’s time to turn your attention around to how you can capitalize on the new market conditions. And we can help!

Face-to-face 158

Face-to-face Gatekeeper Call-back Decision Maker 158

No More Cold Calling

MAY 25, 2023

One marketing platform or sales enablement app? Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, B2B salespeople are still struggling to win and retain customers. Talk to any software vendor, and they can’t wait to show you their cool software.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

Zoominfo

NOVEMBER 9, 2020

Marketing Funnel vs. Sales Funnel Resources. Through consistent processes, leaders derive quick insights on how its sales organization attacks their market. 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.

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

DiscoverOrg Sales

MARCH 30, 2017

Sales reps aiming to displace the current provider were stuck dialing into dead-end corporate switchboard phone numbers, getting stonewalled by gatekeepers, never to reach their buyer’s voicemail box—let alone pitch their product to a decision-maker. According to Hubspot, only 3% of the market is actively ready at any moment.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

Zoominfo

JANUARY 29, 2018

For today’s blog post, we put together a comprehensive list of the best articles about corporate events and event marketing. We tried to tackle every aspect of event marketing. Keep reading for our favorite event marketing blog posts! Events are a great tool to have in your marketing arsenal. Check them out below!

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

Mr. Inside Sales

MARCH 20, 2020

For the time being, we’ve decided to focus on our current market and aren’t going to be looking into different markets right now. Yes, this is an unfolding and unfamiliar situation, so I completely understand your company’s decision to concentrate on the local market for the time being. Email from Prospect #2: Dear….

Face-to-face 157

Face-to-face Call-back Objections Gatekeeper 157

Mr. Inside Sales

AUGUST 22, 2019

When you are in the market again, could I be one of the vendors/suppliers/sources you go to for a quote?”. “That’s no problem at all – quick question: is it that you don’t need anything just now, or do you even order/carry/use __ anymore at all?”. [“We We do order, we just don’t need any now”]. Response #6. Who Should Attend?

Objections 153

Objections Face-to-face How To Inside Sales 153

Bernadette McClelland

JANUARY 15, 2017

What has changed though is what we are selling, and how we now go to market. But today, what we are really selling is change and that takes more than us just knowing our product specs, our pricing and our place in the market – the lines have blurred. Besides many today have their own gatekeepers.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

No More Cold Calling

JUNE 23, 2019

When sales teams know how to ask for referrals, they don’t have to worry about identifying decision-makers, bypassing gatekeepers, or proving themselves trustworthy. In fact, 87 percent of frontline sales reps and 82 percent of sales leaders agree that referrals are their best leads , according to an Influitive/Heinz Marketing survey.

Referrals 297

Referrals Scale How To Lead Rank 297

SBI

OCTOBER 30, 2018

She spent thirty years in sales and marketing. So, until we solve that problem where companies start to say, “You know what, we have to a VP of Marketing, we have a VP of Sales, we need a VP of Revenue Technology or some sort of tech enablement or sales enablement role.” That’s a lot in of itself.

Sales Enablement 139

Sales Enablement Top of Funnel Vendor Ideal Customer Profile 139

Mr. Inside Sales

AUGUST 19, 2019

When you are in the market again, could I be one of the vendors/suppliers/sources you go to for a quote?”. “That’s no problem at all – quick question: is it that you don’t need anything just now, or do you even order/carry/use __ anymore at all?”. [“We We do order, we just don’t need any now”]. Response #6. Who Should Attend?

Objections 24

Objections Face-to-face How To Inside Sales 24

Zoominfo

APRIL 23, 2020

Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. But a lot of marketing, sales, and recruiting professionals don’t know how much data has changed over the past few years! Time to plan your next marketing campaign or start prospecting into your top accounts! JUST KIDDING.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

DiscoverOrg Sales

FEBRUARY 12, 2016

This is akin to when a salesperson doesn’t have the tools to anticipate when the customer needs the product and must compete with other vendors. Their offer must wait while the customer finishes going through demos with other similar vendors. It also gives you a plain ‘ol competitive edge. If Acme Inc.

Hiring 120

Hiring Decision Maker Sales Cycle Vendor 120

eGrabber

MARCH 27, 2020

Some companies buy lists from vendors. All you have to do is just download it and start calling or jump start your email marketing campaigns. You can bypass the gatekeepers and quietly reach their inboxes without having an impact on your productivity as well as theirs. It certainly shrinks your selling time to a great extent.

Ideal Customer Profile 132

Ideal Customer Profile Webinar Metrics Strategy Maximizer 132

No More Cold Calling

JUNE 23, 2019

When sales teams know how to ask for referrals, they don’t have to worry about identifying decision-makers, bypassing gatekeepers, or proving themselves trustworthy. In fact, 87 percent of frontline sales reps and 82 percent of sales leaders agree that referrals are their best leads , according to an Influitive/Heinz Marketing survey.

Referrals 228

Referrals Scale How To Lead Rank 228

Hubspot Sales

AUGUST 11, 2019

Whether you’re a rep looking for fresh lead generation avenues or a marketer trying to help their sales team, I’ve rounded up some strategies for helping you bring in new B2B leads. Work with Marketing. Content - Similarly, routinely meet with Marketing and share common objections or concerns your prospects are bringing to you.

Lead Rank 110

Lead Rank Lead Scoring Sales Qualified Lead Outsourcing Services 110

DiscoverOrg Sales

MAY 7, 2019

Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. A lot of marketing, sales, and recruiting professionals don’t know how much data has changed over the past few years! This is an introduction to the use and impact of marketing and sales intelligence data on business decisions.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

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. Needless to say, while accounts buy, ultimately, people decide.

Top of Funnel 130

Top of Funnel Funnel Sales Qualified Lead Data 130

CloserIQ

AUGUST 5, 2019

Find credible, relevant sources to reference , and make sure they come from the prospect ’s market and region. Often, the only way to get past their gatekeepers will be via a warm introduction from someone they know and trust as a credible source. Hari Krishnan , CEO of PropertyGuru, defines vendor roles in 3 distinct levels : .

Buyer 89

Buyer Gatekeeper Vendor Decision Maker 89

The Sales Developers

DECEMBER 6, 2019

There are more vendors in sales acceleration every day and ever expanding budgets fueled by venture capital and other forces. 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. Access to all the data needed (e.g.

Top of Funnel 81

Top of Funnel Outsourcing Services Funnel Outbound 81

Cincom Smart Selling

OCTOBER 4, 2016

Today, Marketing is hard at work creating and disseminating content designed to provide the curious prospecting, tire-kicking buyer with useful information about issues that confront them. These may be generalized pieces that display specific knowledge that hopefully builds the credibility of the vendor in the buyer’s eyes.

Sales Automation 78

Sales Automation Gatekeeper Software Software 78

Sales Hacker

NOVEMBER 22, 2017

Our marketing team sucks. The market is drying up. Find ways to better synchronize marketing and sales departments as well as sales development reps and account executives. Our Marketing Team Sucks. Value Generation : Consider Marketing as part of the Sales organization aiming for the same shared goal.

Ideal Customer Profile 96

Ideal Customer Profile Cold Calling Sales Qualified Lead Lead Rank 96

SalesLoft

JANUARY 14, 2019

Vendors and partner ecosystems should be assets to your defensive program, not a gap. To be considered a vendor you can truly rely on, a provider should also demonstrate a dedication to security at all levels and be able to answer questions about their approach to internal security concerns. A Word on Email Trust.

Sales Process 52

Sales Process Hiring Gatekeeper Banking 52

Janek Performance Group

SEPTEMBER 11, 2024

Buyer personas are fictional representations of your ideal customers built based on market research and data from existing buyers. In making sales, a few common personas might include decision-makers, gatekeepers, end users and opponents. Cultivate long-term relationships and position yourself as a trusted advisor, not just a vendor.

Decision Maker 62

Decision Maker Enterprise Enterprise Account 62

Sales Hacker

SEPTEMBER 24, 2018

By bridging the gap between your system of records (the CRM) and your system of action (your marketing automation tools and sales playbook), sales engagement platforms supercharges rep productivity, accelerates sales flow, and helps drive revenue. Sales Engagement: A Billion Dollar Market. RELATED: What is Sales Engagement?

Scale 83

Scale SalesForce Consumer Gatekeeper 83

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 124

Tools Ideal Customer Profile Prospecting Intent Data 124

Sales Hacker

NOVEMBER 30, 2018

You’ve ended up being trapped by the gatekeeper. You’ll find requirements written in a way that makes it very hard for most vendors to meet – with the exception of the competitor of course! Here are 6 of the most important reasons to walk away from a deal …. Reason One. As sales people, we like talking to people who like talking to us!

Commission 78

Commission Gatekeeper Decision Maker Face-to-face 78

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

Corporate Visions

OCTOBER 31, 2019

But that advice is over two decades old—popularized at a time when you had limited access to executive decision-makers and almost always had to finesse your way around the gatekeeper. The executives were told they were reading an email from an outside vendor sales rep they didn’t know and had never met with before.

ROI 64

ROI How To Vendor Study 64

Chorus.ai

NOVEMBER 24, 2020

Cold calling is probably the hardest thing to do in sales, and conditions in the market post-COVID-19 haven’t made it any easier. After rigorous prospecting to determine the companies (and decision-makers/gatekeepers) to approach, your sales reps will pick up the phone. That’s why cold-calling scripts can be so handy.

Cold Calling 62

Cold Calling Meeting Gatekeeper Decision Maker 62

Gong.io

SEPTEMBER 26, 2022

Before you can reach a CEO or a C-level executive, you’ll likely have to get through a gatekeeper (typically assistants or office managers) first. Monitoring market shifts. It also becomes harder to separate anecdotal evidence from a few reps from a larger shift in the market. Understanding deal risks. Lack of visual cues.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108