Sales 2.0

OCTOBER 28, 2012

After playing with the client’s accounting software for a fun few hours I managed to get a list of their top 100 accounts by revenue for the last year. But that person was not the head of marketing – more of a gatekeeper. The first step to doing this was to get a list of those top accounts.

InsideView 218

InsideView Jigsaw Ideal Customer Profile Gatekeeper 218

MTD Sales Training

NOVEMBER 23, 2011

In addition to knowing how to gather all of your sales performance data via sophisticated CRM software, you must know what to do with the information. Perhaps the problem is the length of response time to web inquirers, or maybe it is that you are having a problem with gatekeeper screens.

Consumer 247

Consumer Gatekeeper Cold Calling Exact 247

Hubspot Sales

JULY 22, 2024

I am calling about our software that helps you with the strategic implementation of your biggest problems from Outbound Company. Gatekeepers are more likely to pass along “Dan Tyre, Director of Sales at HubSpot” than “[Name], a sales rep at HubSpot.” Cold Call Script Examples **The prospect's phone rings** Prospect: Hello?

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

Zoominfo

JUNE 24, 2021

Having access to personal email addresses and mobile phone numbers allows you to skip the gatekeepers and reach candidates directly. This includes seamless integrations to ATS software, such as Bullhorn and JobDiva, so you can easily save and export lists of candidates and companies to enrich your data and keep your talent pipeline current.

Campaigns 52

Campaigns Gatekeeper Licensing Social Media 52

No More Cold Calling

MAY 25, 2023

Talk to any software vendor, and they can’t wait to show you their cool software. But buyers don’t actually buy software. They buy what the software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc. Our messages are mostly digital, and they all sound the same.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

Mr. Inside Sales

JANUARY 29, 2021

In 1998, this Texas software engineer woke up with numbness in his legs. If these people can do it, you can too: There is Fauja Singh who, at 100 years old, completed the Toronto Waterfront Marathon. It took him more than eight hours, but he did it. Then there is Patrick Finney’s accomplishment. Doctors diagnosed him with multiple sclerosis.

Face-to-face 187

Face-to-face Gatekeeper Licensing Decision Maker 187

The Sales Hunter

JUNE 25, 2019

Always know what you will say if a gatekeeper answers or you get the person’s voicemail. Make sure your CRM / Sales Engagement software is open and ready. Make a goal and then congratulate yourself once you achieve it. Your response to both of these is different than if you reached the decision maker.

Prospecting 192

Prospecting VanillaSoft Gatekeeper Decision Maker 192

Mr. Inside Sales

AUGUST 29, 2020

You can credit Drucker for all the KPI’s you collect and measure, and for all the software that’s been created to measure all the stats in your sales process, i.e., calls, contacts, closing ratios, top, middle, and bottom of the funnel management, etc. Unlimited License: One to 100 reps can attend for one low price!

Top of Funnel 180

Top of Funnel Face-to-face Exercises Gatekeeper 180

eGrabber

APRIL 9, 2025

Some common challenges include: Gatekeepers: Receptionists or assistants may block your calls. Consider these methods: Social Media Listening: Use software that monitors social media. Automated Prospecting Solutions: There are software platforms that handle data collection, verification, and even initial outreach.

Decision Maker 52

Decision Maker Ideal Customer Profile B2B Account Based Marketing 52

Zoominfo

AUGUST 26, 2020

These data points (some more crucial than others) are essential for any communication with your prospect: Name – contact and company Title – including department and management level Direct dial phone number – to avoid the switchboard gatekeeper Email – crucial for follow-ups! Being a director is an exciting position.

Cold Calling 207

Cold Calling How To Exact Campaigns 207

Crunchbase

JUNE 24, 2021

The buyer is in charge now, and they don’t want the old method of tech sales gatekeeping and jumping through hoops. With the rise of product-led growth, where prospects can test out your software on their own with just a few clicks, buyers are increasingly expecting more control over their journey to become a customer.

Buyer 122

Buyer B2C Gatekeeper B2B 122

Hubspot Sales

APRIL 7, 2025

23% said they use conversation intelligence software. 16% said they use voicemail drop software. 25% said they use conversation intelligence software. 15% said they use voicemail drop software. 59% said they use a CRM. 49% said they use a contact/lead database. 33% said they use a call recording and analysis tool.

Cold Calling 64

Cold Calling Hubspot Report Data 64

Mr. Inside Sales

APRIL 1, 2019

I was onsite training in Montreal , Canada last week—a software company, hi everyone! and one of the sales reps brought up today’s quote as we were reviewing calls during the training. Who Should Attend?

Closing 140

Closing Strategy Face-to-face Inside Sales 140

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. In terms of productivity, sales automation software is the sales team’s holy grail. And what’s more, you can track these interactions with CRM softwares.

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

MTD Sales Training

JUNE 27, 2011

A helpdesk software rep should know how and where their product and service could help a company other than just in the I.T. Because a hard gatekeeper screen stopped you from reaching the I.T. Other Departments. Keep in mind that whatever it is you sell, will usually offer some benefits or interests in other departments. department.

Closing 120

Closing Prospecting Decision Maker Gatekeeper 120

MTD Sales Training

AUGUST 24, 2011

The key though, is that the people you will speak to are not trained gatekeepers! Sales Person: “Do you know who might be in charge of making decisions on database software in your firm? Sales Person: “Yes, yes…can you connect me?”. Of course, this is just one example of the many ways this can play out. The Non-DM.

Cold Calling 120

Cold Calling Policies Gatekeeper Decision Maker 120

Hubspot Sales

OCTOBER 26, 2022

Learn how to communicate with gatekeepers. Always include the prospect's full name when reaching out via email — an activity that several email automation software support. Learn how to communicate with gatekeepers. Be self-assured without sacrificing politeness when talking with a gatekeeper. Personalize your outreach.

Ideal Customer Profile 111

Ideal Customer Profile B2B Prospecting Gatekeeper 111

MTD Sales Training

AUGUST 26, 2011

Continuing though, when calling that company when you have no name and the gatekeeper (GK) refuses to give you a name or connect you without one. This is Susan over here at Acme Software…just putting a package in the post…and is there a suite or department number for I.T.?”. Here are a few ways to handle the situation.

Cold Calling 133

Cold Calling Policies Telemarketing Gatekeeper 133

Pipeliner

SEPTEMBER 20, 2021

While this might seem contradictory, it can be done with good prospecting software and a detailed prospecting plan. . Invest In Good Prospecting Software. Most salespeople are familiar with the term “ gatekeeper ,” and often, this is where the sales process gets stalled. The Importance of Continually Prospecting.

Prospecting 98

Prospecting Gatekeeper Decision Maker Outbound 98

Mr. Inside Sales

JULY 1, 2019

Something like: “Hi Barbara, Mike Brooks here with HMS software. Many people preview emails by reading the first paragraph in Outlook, and the beginning better be short and have immediate value to your prospect. I’ve got some ideas about your networking issues for your new office that’s opening in Houston next month.

Face-to-face 126

Face-to-face Inside Sales Gatekeeper Sales Qualified Lead 126

MTD Sales Training

SEPTEMBER 23, 2011

CRM Software and Your Sales Process. Once you have established a solid sales process, you need to configure and customise your CRM (Customer Relationship Management) software program to reflect and accurately record your activity. Uncover the Problem and Fix It. You may think that this would be obvious, yet it usually is not.

Sales Process 120

Sales Process Proposal Cold Calling Negotiation 120

Mr. Inside Sales

FEBRUARY 25, 2018

I completely mishandled the gatekeeper (it was no wonder I rarely got through). To illustrate this, just last week I was asked to be a guest coach with a company called ExecVision (a call recording software company) on a webinar called, “Call Camp.” Here is a brief list of what I learned: I talked over prospects.

Webinar Metrics 121

Webinar Metrics Gatekeeper Call-back Inside Sales 121

Zoominfo

JULY 29, 2020

So unless you have your prospect’s direct contact info , you’re likely to have to deal with a gatekeeper receptionist. Let’s say you’re selling time clock software and your prospect is Fred, a Payroll Manager. B2B companies typically have buyer committees that weigh in on purchasing decisions or procurement specialists.

Cold Calling 100

Cold Calling Data Hiring Intent Data 100

Hubspot Sales

JANUARY 8, 2020

The most direct benefit of proposal software is automation, allowing you to reduce manually intensive tasks and focus on producing better sales proposals in less time. According to the survey, 63% of sales teams are improving productivity with the time management benefits of proposal software. Project management. Content Management.

Data 98

Data Proposal Survey SME 98

Salesmate

AUGUST 14, 2020

You can effortlessly create and save templates in a CRM software. Besides, the best CRM software allows you to track your emails to check the effectiveness of your email outreach. Save more time and nurture deals faster by using sales email templates within a sales CRM software. Sales CRM can make your work easier.

CRM 119

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

HeavyHitter Sales

JUNE 1, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Best New Sales Book of 2011.

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98

Hubspot Sales

DECEMBER 23, 2022

From software that leverages your partner ecosystem to prospect databases, every tool on this list can help you fill your sales pipeline. Unlike manual prospecting, sales prospecting software allows you to quickly identify potential customers. HubSpot Sales Lead Software. That includes how prospects are identified. Image Source.

Tools 128

Tools Ideal Customer Profile Prospecting Intent Data 128

Hubspot Sales

AUGUST 10, 2020

For example, if you work for a company that sells audio editing software and you have a prospect who does not create audio content and is looking for photo editing support, listening to their needs can disqualify those who are not in need of your offer, freeing you up to engage with customers who are.

Ideal Customer Profile 143

Ideal Customer Profile Face-to-face Gatekeeper Negotiation 143

Zoominfo

JUNE 24, 2021

Having access to personal email addresses and mobile phone numbers allows you to skip the gatekeepers and reach candidates directly. This includes seamless integrations to ATS software, such as Bullhorn and JobDiva, so you can easily save and export lists of candidates and companies to enrich your data and keep your talent pipeline current.

Campaigns 130

Campaigns Gatekeeper Licensing Social Media 130

Sales Evangelist

JANUARY 22, 2021

Look at the gatekeeper as the decision-maker to get past the door. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. If you do prospecting correctly, you will close unbelievably well. Try it today at ?

Prospecting 105

Prospecting Decision Maker Strategy Gatekeeper 105

SalesFuel

FEBRUARY 24, 2025

As businesses rely more on data to drive decisions, having the right sales intelligence software isnt just an advantage its a necessity. Kaspr Skipping the switching boards and dodging gatekeepers, Kaspr feeds teams direct phone numbers and email addresses of prospects waiting to be pitched.

Software 52

Software Software Tools Lead Rank 52

eGrabber

NOVEMBER 27, 2019

C-Suite executives are well guarded by gatekeepers. These gatekeepers are trained to keep the sales & marketing folks away from reaching the C-Suite executives. Software to Find C-Suite Executives. LeadGrabber MF Pro is a powerful software that helps you to find C-Level executives in no time. What’s more?

Gatekeeper 64

Gatekeeper How To Lead Rank Lead Scoring 64

Cincom Smart Selling

OCTOBER 4, 2016

Sales automation is driven by selling tools like customer portals, ecommerce websites, sales configurators and guided selling software. They don’t have to remember limitations or special pricing models; the software does it for them. Supporting this role revolution is a variety of CPQ technology and selling tools.

Sales Automation 78

Sales Automation Gatekeeper Software Software 78

eGrabber

MARCH 27, 2020

The software provides verified business email address of your ideal customers. You can bypass the gatekeepers and quietly reach their inboxes without having an impact on your productivity as well as theirs. What’s more? All you have to do is just download it and start calling or jump start your email marketing campaigns.

Ideal Customer Profile 132

Ideal Customer Profile Webinar Metrics Strategy Maximizer 132

Close.io

MAY 1, 2019

They’re used to getting what they want, and what they want is for you to customize your software to their needs. The gatekeeper. Gatekeepers are living, breathing objections and, in many cases, they’re the first roadblock you’ll face. “We’ll buy if you add these features.”.

Objections 91

Objections Examples Gatekeeper Decision Maker 91

Sales Hacker

SEPTEMBER 24, 2018

What if sales reps can really harness the full potential of the pricy software tools we thought would turn us into sales superstars? Sales engagement software empowers reps to accommodate the modern buyer, meet them at their desired touchpoints, at the time and manner they so wish. (Hello cellphones; goodbye phone booths !).

Scale 94

Scale SalesForce Consumer Gatekeeper 94

Smooth Sale

FEBRUARY 27, 2024

Applicant Tracking System (ATS) An Applicant Tracking System is the first gatekeeper you will likely encounter on the job hunt. ATS is a type of software employers use to collect, sort, scan, and rank the job applications they receive for their vacancies. The following five terms are ones that every job seeker should know.

Hiring 127

Hiring Lead Rank Lead Scoring Gatekeeper 127