Bernadette McClelland

JANUARY 15, 2017

Besides many today have their own gatekeepers. The business manager was a decision maker in his or her own right and their sign-off was for a fairly healthy dollar figure. Today the business manager and the purchasing manager’s roles have been elevated and are considered pivotal senior management roles.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Vengreso

NOVEMBER 1, 2019

When Baby Boomers and many Gen Xers started their sales careers, there were only a few ways to get in front of qualified buyers in the B2B world: trade shows, walk-ins, association meetings, and some cold calling. This included trade shows, walk-ins, association meetings, and some #ColdCalling.

Trade Show 72

Trade Show Referrals Segment Sales Qualified Lead 72

Sales Training Advice

FEBRUARY 5, 2010

” * “The other secret to getting that top executive on the telephone is to send the gatekeeper back as many times as you can, each time giving very little information.” He advocates sending the gatekeeper back so many times that the CEO finally gets fed up and tells her to put the call through.

Decision Maker 42

Decision Maker Gatekeeper Cold Calling Face-to-face 42

PandaDoc

DECEMBER 19, 2022

Small businesses may start by collecting simple lists of leads at trade shows, networking events, and other initiatives. Set up a game plan for interacting with gatekeepers and decision-makers. Enrich your ICP with each new use case and promotional tactic.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

Klozers

JUNE 10, 2014

21) Elevator Speech  a B2B Sales Persons opportunity to show up and verbally throw up. 26) Gatekeeper  a person whose boss is never in. . Much easier to sell on price. 14) CRM  an unpleasant blackhole where B2B Sales People can never find anything useful, so much so, that some completely avoid it.

B2B 51

B2B Hiring Top of Funnel Social Media 51

Cience

NOVEMBER 20, 2019

They value the unique opportunities that conferences and trade shows provide for networking, strengthening the brand, creating awareness, and meeting potential clients in the flesh. For the past four years, the number of conferences and trade shows, their duration, and attendees, as well as overall spend has been steadily growing.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Scoring Lead Rank 40

The Sales Association

NOVEMBER 9, 2011

Let me ask you this…how do you feel about making an introduction face to face with a person you are meeting for the first time at a trade show? Flip the gatekeeper paradigm on its head. Some 95 percent of salespeople I work with inevitably say it doesnt bother them in the least. In fact, they kind of like it.

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34

Autoklose

JANUARY 22, 2024

When you’re setting your sales goals, make sure you check your sales records from the past year and establish what accounts spent the most, pinpoint whether there was a new hire in the sales department or anything else that could affect the outcome, as well as how many trade shows, conferences, and events you attended.

Lead Rank 52

Lead Rank Lead Scoring Strategy Hiring 52

Tenbound

OCTOBER 4, 2024

Prior to 2020, most sales activities revolved around in-person meetings, trade shows, and business travel to meet with prospects and customers face-to-face. For sales development reps (SDRs), Nayak focuses on helping them get past gatekeepers and book appointments using optimal talk tracks. David Frankle, Nayak.ai

Webinar Metrics 52

Webinar Metrics Lead Rank Face-to-face Coaching 52

Sales Hacker

MAY 4, 2020

What would they have learned at that trade show that got cancelled? But in concert with the strategy below of sharing deal stakeholder profiles for both sides and the above strategy of sharing assets widely through a cloud-based sales tool, you may see a relaxing of a champion’s natural gatekeeping instinct. Let’s get into it.

Prospecting 87

Prospecting Decision Maker Vendor Face-to-face 87