Crunchbase

JUNE 16, 2023

Give and get all information in one go It’s a pipe dream to think a buyer is speaking to just one seller — they’re approaching a ton of vendors. These gatekeepers are valuable contacts, so sellers don’t want to destroy that relationship by following up constantly. Here’s why.

Sales Enablement 59

Sales Enablement Decision Maker How To Ideal Customer Profile 59

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 113

Tools Ideal Customer Profile Prospecting Intent Data 113

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. Certain products like Software-as-a-Service (SaaS) are well-suited for remote selling. Use sales enablement software. Understanding deal risks. Demonstrating product features.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Cincom Smart Selling

OCTOBER 4, 2016

Sales automation is driven by selling tools like customer portals, ecommerce websites, sales configurators and guided selling software. 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

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. At the consideration stage, questions are mostly vendor-driven, as they are trying to decide what’s going to give them the best bang for their buck. Seller Perspective.

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

eGrabber

MARCH 27, 2020

Some companies buy lists from vendors. 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. It takes a lot of your time, sometimes days, weeks or months. What’s more?

Ideal Customer Profile 132

Ideal Customer Profile Webinar Metrics Strategy Maximizer 132

SalesLoft

MARCH 20, 2014

Navigating phone trees and avoiding gatekeepers all together are extremely effective strategies in getting through to the people you need to talk to. Learn to Get Past Gatekeepers. Pro-tip: one of our readers told us when the gatekeeper asks them the purpose of their call, they reply: “It’s personal” 3.

Gatekeeper 52

Gatekeeper Cold Calling Referrals Decision Maker 52

Chorus.ai

NOVEMBER 24, 2020

After rigorous prospecting to determine the companies (and decision-makers/gatekeepers) to approach, your sales reps will pick up the phone. and a co-founder of Vendor Neutral advised: “If you've been told to use a script that doesn't feel like you, find a way to make it more natural to you.”

Cold Calling 62

Cold Calling Meeting Gatekeeper Decision Maker 62

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! Many software and hi tech equipment manufacturers have a no bid policy for ‘blue bird’ RFIs and RFPs (i.e. Reason One.

Commission 77

Commission Gatekeeper Decision Maker Face-to-face 77

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? In fact, around 72% of B2B buyers surveyed by Salesforce demand more valuable and personalized engagements from vendors. (Hello cellphones; goodbye phone booths !). Goodbye snail mail; hello email!).

Scale 82

Scale SalesForce Consumer Gatekeeper 82

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. Sales Automation In terms of productivity, sales automation software is the sales team’s holy grail.

Top of Funnel 130

Top of Funnel Funnel Sales Qualified Lead Data 130

Hubspot Sales

AUGUST 11, 2019

In many ways, this makes prospecting easier -- but the budgets, stakeholders, and gatekeepers you encounter throughout the sales cycle can make finding the right B2B leads that much more important. This also means, not only are you conducting outreach to individuals , but you must also find organizations that are a good fit for your solution.

Lead Rank 105

Lead Rank Lead Scoring Sales Qualified Lead Outsourcing Services 105

Tenbound

JULY 22, 2024

For instance, a report might show that manufacturers investing heavily in IoT technologies are experiencing the fastest growth, making them ideal targets for your predictive maintenance software. The Gatekeeper Lower-level managers or admins who control access to decision makers. Who evaluates different solutions and vendors?

Ideal Customer Profile 65

Ideal Customer Profile Lead Rank B2B Lead Scoring 65

InsideSales.com

MARCH 11, 2020

The Gatekeeper. The gatekeeper (usually an intern, office manager, or executive assistant) is the first person you end up talking to when you make that first call. This is a common tactic with enterprise customers who are used to getting software customized to their needs. Company is Too Small. Demand for New Features.

Objections 58

Objections Cold Calling Decision Maker Hiring 58

Zoominfo

APRIL 23, 2020

Sales calls the wrong people or reaches a gatekeeper, where they will ultimately get turned away or begin the tedious process of calling up the chain. Once you’ve identified the “who,” if you have good data, the rest of the processes falls in place: Who is this customer, and what do they need to hear from me, the vendor?

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

PandaDoc

DECEMBER 19, 2022

These are the events that result in your prospect(s) becoming more receptive to your pitches, as the software ensures that you stay relevant to your lead and create an in-context narrative for reaching out. Set up a game plan for interacting with gatekeepers and decision-makers.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

Sales Hacker

NOVEMBER 15, 2017

Accounts Payable refers to an accounting entry denoting the amount of short-term monetary obligation your company owes its suppliers, vendors and other service providers. Content Management System (CMS) is a computer program or software application used to create, modify, store and manage digital content. Gatekeeper.

Lead Rank 103

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 103

DiscoverOrg Sales

MAY 7, 2019

Sales calls the wrong people or reaches a gatekeeper, where they will ultimately get turned away or begin the tedious process of calling up the chain. Once you’ve identified the “who,” if you have good data, the rest of the processes falls in place: Who is this customer, and what do they need to hear from me, the vendor?

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

LeveragePoint

SEPTEMBER 21, 2018

A Forrester survey of buyer executives found that the first vendor to communicate a vision of value wins the business three quarters of the time. Is an individual stakeholder a decision-maker, a key recommender, a champion, an organizer, an evaluator, an influencer, a user or a gatekeeper? Substituting our product would eliminate them.

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

LeadFuze

JANUARY 14, 2021

Although a customer relationship management (CRM) software can help you stay organized, the customer information you collected will inevitably get messy over time. Overcoming gatekeepers! This can happen, especially if you don’t have proper maintenance strategies in place. And their specialty?

Lead Generation 52

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 52

Tony Hughes

FEBRUARY 22, 2018

Iconoclastic salacious books sell with shock and awe but you need tried and true methods to sell complex products / services, if you want to stand a fighting chance of transcending self-commoditization and getting blocked by the digital gatekeepers [where do you think the traditional gatekeepers went?] this letter applies to you.

Social Selling 66

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

Tony Hughes

MARCH 13, 2018

If you're selling software and there are already twenty five groups on mobile marketing applications, still launch your own group. This software will save you hours of clicks based on daily lead recommendations from key accounts that it serves up to you on a silver platter. Launch your own LinkedIn Group. It's an efficiency machine!

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63

OnePageCRM

MAY 25, 2017

Sean Burke, CEO of prospecting software Kitedesk offers this example email: Hi Jill. 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. Next steps: You.

Top of Funnel 20

Top of Funnel Cold Calling How To Sales Qualified Lead 20