Only B2B

MAY 19, 2022

The schedules of executives and gatekeepers are frequently incompatible. A gatekeeper most often works a regular 8–5 schedule. To avoid gatekeepers, call before 8:00 a.m. Learn that a potential customer has just purchased one of their competitors? This method is recommended by The Rain Group, a sales training business.

Work Management 118

Work Management Marketing Management Cold Calling Trigger Marketing 118

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. B2B companies typically have buyer committees that weigh in on purchasing decisions or procurement specialists. So whatever you pitch to your prospect needs to work for their purchase-savvy staff. Cold calls?

Cold Calling 240

Cold Calling Zoominfo Work Management B2B Sales 240

LeanData

OCTOBER 6, 2022

Trust is the most important element when making a software purchase. There is a huge professional cost to making a bad tech purchase. . One Revenue Director shared in confidence, “When I make a bad tech purchase, I feel like I’ve let my company down.” Don’t make the sales team gatekeepers of information your buyers want. . #2

Peer-to-peer 98

Peer-to-peer Buyer's Journey Blast Campaigns Gartner 98

Metadata

NOVEMBER 1, 2023

And now you have a universe of decision-makers, influencers, and gatekeepers you need to target. That’s a tall order, but it grows considerably when you add the additional parties that play a part in the purchase decision: influencers and gatekeepers. Now take that number and divide it by your average cost per lead (CPL).

Ideal Customer Profiles 52

Ideal Customer Profiles Cost per Lead Enterprise Management B2B Marketing 52

Only B2B

AUGUST 21, 2023

Reaching decision-makers, handling gatekeepers, and capturing attention in an oversaturated market can be daunting. They involve prospects who are genuinely interested, have a clear need, and are in a position to make a purchase decision. Dealing with Gatekeepers and Reaching Decision Makers Gatekeepers can be formidable obstacles.

Sales Qualified Leads 62

Sales Qualified Leads Ideal Customer Profiles High Quality Lead Lead Scoring 62

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! Find the Exact Prospect Data You Need.

Cold Calling 207

Cold Calling Zoominfo Work Management Effectiveness 207

Salesforce Marketing Cloud

SEPTEMBER 26, 2023

Instead, look for a strong indication of intent to purchase.” Your primary deal contact connects you with decision-makers Most B2B sales conversations happen with a “gatekeeper” — that initial contact who’s in charge of weeding out product or service options for a higher-up. Catch a buying signal?

Buy 119

Buy Work Management Buyer Personas Ideal Customer Profiles 119

Zoominfo

AUGUST 5, 2020

If so, you know how tough it can be to connect with busy executives, To add insult to injury, executive-level assistants are trained to be gatekeepers. Work with a B2B data provider like ZoomInfo to access the contact information you need to bypass gatekeepers, increase connect rates, and close more deals. Leverage trigger events.

B2B Sales 100

B2B Sales InsideView B2B Work Management 100

Martech

NOVEMBER 8, 2022

And even what language and imagery are used based on deep insights from past purchase data, website and app visitation, time-on-site, and even our personality types. While this still happens, these new players act as gatekeepers, cleansing data and ensuring campaigns only use data in the way consumers have consented to.

Mobile Advertising 98

Mobile Advertising Ad Exchange Privacy Marketing Management 98

SalesGrape

DECEMBER 3, 2023

Understanding how budgets are allocated and how purchasing decisions are made will enable telemarketers to tailor their approach accordingly. To effectively navigate this market, telemarketers must familiarize themselves with key aspects such as funding mechanisms, decision-making processes, and procurement procedures within the NHS.

Telemarketing 80

Telemarketing Marketing Management Lead Scoring Lead Ranking 80

Marketing Insider Group

MARCH 16, 2023

In both the B2B and B2C worlds, brand personality is more important than ever as buyers seek a real connection to the companies they purchase from. Instead of gatekeeping the technical SEO strategies that are their specialty, Moz makes them accessible for everyone. The result? People trust them more.

Marketing Agencies 2 232

Marketing Agencies 2 Lead Ranking Content Work Management 232

DiscoverOrg

APRIL 25, 2017

When a new CTO joins a company he or she is likely to make new technology purchases. The rest of the time, they’re hunting prospects LinkedIn; trying to get past gatekeepers on the phone, only to be transferred around phone trees … or dialing wrong numbers. Myth 2: All Purchased Data Is Old and Useless.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

Webbiquity

JUNE 20, 2017

Research suggests that most organizations will involve more than five different people during a large purchase decision. On top of key account data, accurate contact details will allow you to bypass gatekeepers and reach decision makers faster. Combined, this can shorten the sales cycle by nearly 50%. Easy Personalization.

Account Based Marketing 229

Account Based Marketing Ideal Customer Profiles ABM Zoominfo 229

Zoominfo

OCTOBER 21, 2021

Buyer Personas : The average size of a B2B purchasing committee is quickly approaching double digits. 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 Management 130

Sales Management Top of Funnel Sales Qualified Leads Work Management 130

Zoominfo

NOVEMBER 20, 2019

The problem with this definition is that the value you receive from a solution isn’t about what you put into a purchase. Features are the specific things you get when you purchase a product. Access to direct dials means the user will spend less time dealing with gatekeepers and navigating corporate switchboards.

B2B 187

B2B Zoominfo B2B Sales Pricing 187

SalesIntel

JULY 8, 2021

Why it’s important: Call-to-connect ratio is an indication of database quality and the sales rep’s ability to get past the gatekeepers. Finally, if the SDRs are using HQ numbers or being routed through switchboards, they might not be able to get past the gatekeepers. Get mobile numbers of prospects to bypass gatekeepers.

B2B Sales 52

B2B Sales Work Management Marketing Management Lead Ranking 52

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. B2B companies typically have buyer committees that weigh in on purchasing decisions or procurement specialists. So whatever you pitch to your prospect needs to work for their purchase-savvy staff.

Cold Calling 100

Cold Calling Work Management Zoominfo Intent Data 100

Madison Logic

JULY 20, 2023

When the committee comes together, they must share and align their research to make a unanimous purchase decision. Identifying and Targeting the Right Decision-Makers Gone are the days when a sales team could reach out to one gatekeeper to invest in new business solutions.

Buy 52

Buy Top of Funnel Account Based Marketing Multi-Channel 52

Apollo

OCTOBER 2, 2018

The primary “responsibility” that these leaders must have is that they must play a substantial part in making purchasing decisions for their company. Gatekeepers. Gatekeepers. He plans to target Sales Leaders, Revenue Leaders, and Marketing Leaders. Sales Leader. Revenue Leader. Marketing Leader. Responsibility. Pain point.

Profiling 66

Profiling Contacts Paid Search Agency Companies 66

Navigate the Channel

FEBRUARY 21, 2023

Also consider the B2B buyer’s decision process and the types of buying decision behavior , including: Complex buying behavior Occurs when a person has a great level of involvement in making decisions or the product is expensive, risky, highly market-factors dependent or purchased infrequently. They highlight the benefits of the product.

Planning 65

Planning Marketing Plans Product Ad Building 65

DiscoverOrg

APRIL 14, 2017

Even if you’re already purchasing sales intelligence data (most of us are), sales teams still spend over half of their day scouring LinkedIn, Twitter accounts, and forging through forests of phone trees for correct phone numbers and email addresses. Very, very expensive researchers. How do you know who to engage first?

Cost 208

Cost Lead Ranking Buy Ad Building 208

SalesIntel

JANUARY 21, 2022

Intent data is a set of behavioral and search signals to help marketers and sales professionals understand potential customers’ likelihood to purchase a product or service. According to surveys, an average B2B prospect is 67% of the way through the purchase experience before connecting with a salesperson.

Intent Data 98

Intent Data Sales Cycle Lead Ranking Lead Scoring 98

Webbiquity

SEPTEMBER 29, 2020

This is driven partly by disappointment in tools purchased early in the lockdown, and partly by the demand from attendees for richer, more engaging online event experiences. The Founder Interview Series #29: Lynn Richardson and Brian Richardson, GateKeeper Systems. The Founder Interview Series #27: Payman Taei, Visme.

Marketing Automation Services 136

Marketing Automation Services Budget Programs Eloqua Sales Qualified Leads 136

MarketJoy

APRIL 17, 2018

Getting intel on who genuinely makes the purchasing decisions in a company is the holy grail of prospecting, and sometimes means working with – or through – the other categories. Gatekeeper. They also know the internal purchasing procedures and practices; the very thing that you need to be able to understand. Influencers.

Ideal Customer Profiles 45

Ideal Customer Profiles Organic Leads Consulting Purchase 45

Vision6

FEBRUARY 28, 2022

If you want to make sure your forms will gain traction we recommend the following: Embedding your sign up forms on landing pages which draw the most traffic Adding CTAs to join your mailing list on your most popular blog pages Gatekeeping your high-value content like webinars or whietpapers in exchange for users’ email addresses.

Examples 98

Examples Budget Programs Ad Exchange Opt-out 98

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! Find the Exact Prospect Data You Need.

Cold Calling 130

Cold Calling Zoominfo Work Management Effectiveness 130

PureB2B

JUNE 23, 2022

This requires a solid understanding of not only who your customers are, but what they want and need from your business to make their purchase path more efficient, and more enjoyable. 77% of B2B buyers say their latest purchase was very difficult— Gartner . Avoid the temptation to gatekeep key resources.

Top of Funnel 62

Top of Funnel Buyer's Journey Ideal Customer Profiles B2B 62

Outreach

NOVEMBER 11, 2019

A few, like gatekeepers, don’t necessarily make purchase decisions but are instrumental in facilitating--or slowing down--the buying process. Has the final say as well as the weightiest opinion when it comes to a purchase decision. #3 Their feedback on user experience contributes tremendously to the purchase decision. #6

Process 40

Process Marketing Management Buyer Personas Gartner 40

NuSpark Consulting

JULY 23, 2017

Even after identifying the most likely prospective buyer, modern gatekeeping methods make contacting them prohibitive. people are involved in every B2B purchasing decision , and each has a different role to play. One of the challenges constantly facing sales people is finding the right person to approach with a sales pitch.

Sales Qualified Leads 145

Sales Qualified Leads High Quality Lead Linkedin Account Based Marketing 145

Zoominfo

MAY 21, 2020

If you don’t have their direct-dial phone number , you could plan to spend a lot of time negotiating with admins and other gatekeepers, or pressing buttons to navigate the phone tree. Cross-checked Salesforce to see that Matt was involved with the purchasing decisions at his previous companies. Rich’s reply came that same day.

Outreach 264

Outreach Examples Zoominfo Account Based Marketing 264

Velocity Partners

JUNE 20, 2023

Maybe that’s a campaign for CFOs (even if you’ve never spoken to them before) or some enablement to help your primary audience have more persuasive conversations with a new cast of gatekeepers. Don’t rush. Take time to research who these priority customers are for you. Survey your existing, most profitable customers.

B2B Marketing 87

B2B Marketing Urgency Marketing B2B Paid Search Agency 87

Smarte

JUNE 28, 2022

Authority – Check if they are an influencer, gatekeeper, or decision-maker in the buying process. Time – Check urgency and ETA for purchase. Budget – do they have the budget to afford your solutions? Need – Does your solution solve their pain points? Scoring MQLs.

Lead Ranking 52

Lead Ranking Marketing Qualified Leads MQL Sales Qualified Leads 52

Hubspot

AUGUST 10, 2020

During this stage, B2B reps may also have to communicate with gatekeepers to reach the individual who can make the final purchasing decision. After you make your initial outreach to the contact or gatekeeper, your goal is to establish a meeting or call to keep the conversation going.

Work Management 99

Work Management Marketing Management Peer-to-peer Cross-Selling 99

Zoominfo

NOVEMBER 20, 2019

The problem with this definition is that the value you receive from a solution isn’t about what you put into a purchase. Features are the specific things you get when you purchase a product. Access to direct dials means the user will spend less time dealing with gatekeepers and navigating corporate switchboards.

B2B 100

B2B B2B Sales Pricing Price 100

Cintell

APRIL 21, 2015

Buyer personas encompass all of the differing roles or stakeholders involved in the purchase decision and are usually represented by decision maker, influencer, champion, and gatekeeper roles. Distinctions can also be made as to economic buyer and functional buyer.

Work Management 100

Work Management Buyer Personas Marketing Management Cross-Selling 100

SalesIntel

JULY 6, 2021

Businesses frequently purchase contact lists for their sales staff to prospect, which they must manually add into their CRM. Emails may go unanswered, and phone calls may be rejected by the gatekeeper. Logging prospects into the CRM. Placing futile calls. This rises to a stunning 147% at the VP level.

Work Management 52

Work Management Spending Lead Ranking Marketing Management 52

Sprout Social

JULY 18, 2022

No purchase necessary, US residents, 18+, ends 4/15. ottessa moshfegh is the gatekeeper to my soul; the entire essence of my being. Create easy paths to purchase. The novel’s publisher, Penguin Random House , tapped into this spike in conversations with a good old-fashioned social media contest. penguinrandomhouse. urbabykenz.

Brand Identity 110

Brand Identity Branding Work Management Landing Pages 110