Outreach

DECEMBER 19, 2018

What if I told you that you could engage your prospects in meaningful conversations on the phone—nay, even make them smile—by changing your techniques in a few simple ways? The much-maligned cold call can bring cheer to a total stranger. So yes, cold calling can still make a difference. You heard that right.

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Cold Calling Creativity Intent Impressions 84

Televerde

OCTOBER 22, 2019

Ah, cold calling. While it’s not exactly America’s favorite pastime (63% of salespeople say cold calling is what they dislike most about their jobs ), it’s been an integral part of sales and marketing since man uttered the first elevator pitch. ” Prospect: “No, it’s Little, like small.”

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Cold Calling Demand Generation Agencies Telemarketing Demand Generation 60

Zoominfo

MAY 6, 2018

Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. These professionals have the job of screening calls, deciding what’s important, and ultimately, who gets through to their boss—the decision maker. Essentially, gatekeepers hold the key to B2B sales success. Keep reading!

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B2B Sales B2B Cold Calling Zoominfo 203

Only B2B

AUGUST 21, 2023

It’s not just about setting up meetings; it’s about ensuring those meetings are with the right prospects who have a genuine interest in your offerings. Reaching decision-makers, handling gatekeepers, and capturing attention in an oversaturated market can be daunting. Appointment setting is not without its challenges.

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

Only B2B

MAY 19, 2022

Prospects: It’s critical that you don’t just “smile and dial” anyone. Wardlow also cautions appointment-makers against being fixated on calling the “proper person.” It’s fine to keep your efforts wide during the prospecting phase. A gatekeeper most often works a regular 8–5 schedule.

Work Management 118

Work Management Marketing Management Cold Calling Trigger Marketing 118

Zoominfo

MARCH 26, 2019

Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. These professionals have the job of screening calls, deciding what’s important, and ultimately, who gets through to their boss—the decision maker. Essentially, gatekeepers hold the key to B2B sales success. Keep reading!

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B2B Sales B2B Cold Calling Zoominfo 100

Hubspot

OCTOBER 5, 2021

Sales development representatives and gatekeepers. only to get stopped by a gatekeeper. Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to make a sale. How to Get Past the Gatekeeper When Cold Calling.

Enterprise Management 90

Enterprise Management Work Management Marketing Management Cold Calling 90

Hubspot

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. But what is B2B prospecting? What is B2B prospecting? B2B Prospecting Methods. Cold call with composure, confidence, and persistence. Learn how to communicate with gatekeepers. What is B2B prospecting?

Ideal Customer Profiles 61

Ideal Customer Profiles Cold Calling Work Management B2B 61

Only B2B

MARCH 23, 2022

Do not, however, misunderstand the notion of cold emailing; it does not indicate that you will be able to schedule an appointment with the first email you send. To effectively set up an appointment with a prospect, follow these three steps: Setting Up Appointments Via Email. We believe it is neither. Make A Statement.

Sales Management 118

Sales Management B2B Sales Ideal Customer Profiles Top of Funnel 118

Adobe Experience Cloud Blog

SEPTEMBER 30, 2011

by Maria Pergolino Is cold calling dead? Patrick Donnelly said cold calling was in a blog post recently, but only if it has not evolved from the smile and dial of years past. Cold calling can increase the number of prospects, appointments and sales. Cold calling shouldn’t stand alone.

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Cold Calling Practices B2B Best Practices 48

Biznology

AUGUST 8, 2019

Ruth: How do B2B marketers in Argentina approach new customer prospecting these days? Martin: Twenty years ago, we would buy databases from trade publications and data vendors, and use them to cold call, trying to reach senior executives. The problem in those days was getting past the gatekeepers. Martin: Three things.

Demand Generation Agencies 106

Demand Generation Agencies Enterprise Management Marketing Automation Services B2B Marketing 106

Zoominfo

APRIL 20, 2020

Basic firmographic and demographic data points simply aren’t enough to hone and engage prospective buyers in a good economy, never mind the current climate. Get a tool that helps your team manage their prospects by time zones to ensure they are calling at appropriate times. Think about it. They are getting through.

Top of Funnel 239

Top of Funnel Ad Building Planning Work Management 239

Tony Zambito

JANUARY 31, 2016

That is the role of “gatekeepers” specifically for content. The fact that senior decision-makers may choose to employ the use of “content gatekeepers” to administratively handle the volume of content is telling in of itself. That is, content is being viewed in the same way that cold calls were viewed in the past.

Ideal Customer Profiles 100

Ideal Customer Profiles Leads Lead Marketing Qualified Leads 100

Adobe Experience Cloud Blog

APRIL 27, 2011

by Maria Pergolino Remember the days when cold calling was one of the primary ways sales reps managed lead generation ? practices, traditional cold calling has for the most part become a thing of the past and sales teams couldn’t be happier. Traditional Cold Calling Disappears. Thanks to Sales 2.0

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Cold Calling Lead Generation Sales Qualified Leads Lead Ranking 48

SalesIntel

SEPTEMBER 21, 2023

The connect rate, often called the reach rate, represents the number of calls a sales representative must make to establish a connection with a prospective buyer. These gatekeepers are typically trained to prevent direct access, so the process can become time-consuming.

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Contacts Allocation B2B Outreach 40

Tomorrow People

FEBRUARY 27, 2013

As far as I am concerned there are 3 main stages to a sale: Prospecting activity (cold calling). Ask your sales team which of these three stages they have most difficulty with, and I’m sure 90% will tell you it’s number one: Prospecting activity. Outbound cold calling. Presenting the solution and closing.

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Paid Search Agency Cold Calling Marketing Qualified Leads Sales Qualified Leads 120

Tomorrow People

FEBRUARY 27, 2013

As far as I am concerned there are 3 main stages to a sale: Prospecting activity (cold calling). Ask your sales team which of these three stages they have most difficulty with, and I’m sure 90% will tell you it’s number one: Prospecting activity. Outbound cold calling. Presenting the solution and closing.

Paid Search Agency 120

Paid Search Agency Cold Calling Marketing Qualified Leads Sales Qualified Leads 120

ViewPoint

APRIL 3, 2014

They will not take your cold calls or read your form emails, nor do they want to hear from you on LinkedIn. So how do you get past their gatekeepers and into the conference room? Get out there and talk to your clients, prospects, and referral sources. Relationships Still Rule in Sales. Executives are busy people.

Cold Calling 120

Cold Calling Ideal Customer Profiles Cross-Selling Rules 120

Navigate the Channel

NOVEMBER 30, 2017

First, make sure that your representative has done basic research about the prospect before making the call. Secondly, make sure that your representatives call at an appropriate time for your prospect. Sometimes, there is no way to know when the busiest time of the day for a prospect is.

B2B Sales 56

B2B Sales B2B Marketing Cold Calling Blast Campaigns 56

Zoominfo

OCTOBER 21, 2021

We believe the key is the right data and the tools that can drive insights at each stage of the prospect’s journey. This goes for everything from tactical approaches to business development research to the underlying characteristics that make said prospects qualified enough to engage in the first place.

Sales Management 130

Sales Management Top of Funnel Sales Qualified Leads Work Management 130

Zoominfo

APRIL 20, 2020

Basic firmographic and demographic data points simply aren’t enough to hone and engage prospective buyers in a good economy, never mind the current climate. Get a tool that helps your team manage their prospects by time zones to ensure they are calling at appropriate times. Think about it. They are getting through.

Top of Funnel 100

Top of Funnel Ad Building Work Management Planning 100

SalesIntel

JULY 6, 2021

Logging prospects into the CRM. Businesses frequently purchase contact lists for their sales staff to prospect, which they must manually add into their CRM. Finding the correct people for prospecting is another area where SDRs waste a substantial amount of time. Placing futile calls. Save Time Prospecting.

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Work Management Spending Lead Ranking Marketing Management 52

Hubspot

APRIL 4, 2022

B2B cold calling is one of the most frustrating but essential pillars of many a sales org's operations. Still, despite all of its flaws, it's one of the most ultimately effective ways to connect with new prospects — so anyone who's tasked with doing it should have a solid grip on how to nail it. What is B2B cold calling?

Cold Calling 59

Cold Calling Tips B2B B2B Sales 59

Hubspot

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. What Is a Sales Prospecting Tool? The Benefits of Sales Prospecting Tools.

Enterprise Management 72

Enterprise Management Ideal Customer Profiles Work Management Marketing Management 72

Adobe Experience Cloud Blog

FEBRUARY 15, 2017

Don’t forget about others who play a role in the purchase process as well, such as influencers or gatekeepers. Here are some segment-specific materials you can create to fully enable your sales team for outbound prospecting : Call lists: List of qualified people in selected accounts for sales outreach. Build Sales Support.

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Verticals Work Management Lead Ranking Sales Qualified Leads 132

Hinge Marketing

NOVEMBER 25, 2019

I braced myself for another annoying cold call. As the Managing Partner of our firm, I’m on the receiving end of a steady stream of calls from people who want to “partner” with us. We hadn’t cunningly snuck past their gatekeepers. It was late one Tuesday afternoon when my office phone rang. A Final Thought .

Work Management 119

Work Management Marketing Management Planning Advertising Agencies 119

Hubspot

OCTOBER 5, 2017

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects? Sales Prospecting Techniques.

Budget Programs 99

Budget Programs Top of Funnel Tools Work Management 99

Televerde

OCTOBER 31, 2018

Reaching out to prospects can be tiring and sometimes annoying. Cold calling, smiling and dialing, hang-ups… ugh, why bother? Sales Development Reps (SDRs) face a unique challenge in their attempts to make a connection in today’s digital world but their efforts actually breathe life into the prospecting undertaking.

Contacts 53

Contacts Work Management Cold Calling Ideal Customer Profiles 53

Lead Liaison

MAY 23, 2017

In a market saturated with other office equipment suppliers, I could never quite read exactly how interested my prospects were. I’d knock on doors, get cards (or speak to someone if God was smiling on me that day), log them in the CRM, and then call or email back every few days. You get to see it all first hand. Buying Signals.

B2B Sales 66

B2B Sales Top of Funnel Marketing Automation Services Lead Liaison 66

SalesIntel

DECEMBER 6, 2021

The modern buyer is immune to cold calls and emails, and they are quickly turned off by irrelevant, scripted communications. We have come up with the 5 sales plays to build your sales pipeline faster and allow sales reps to build a dialogue and digital relationship with their prospects. Building Your Prospect List.

Top of Funnel 52

Top of Funnel Ad Building Work Management Peer-to-peer 52

Televerde

FEBRUARY 11, 2019

Reaching out to prospects can be tiring and sometimes annoying. Cold calling, smiling and dialing, hang-ups… ugh, why bother? Sales Development Reps (SDRs) face a unique challenge in their attempts to make a connection in today’s digital world but their efforts actually breathe life into the prospecting undertaking.

Contacts 40

Contacts Work Management Cold Calling Ideal Customer Profiles 40

Smashmouth Marketing

SEPTEMBER 10, 2010

John - When dialing high (C-level or VP) pick times to dial when the gatekeeper would be on a break (best times are 7:45am-8:00am, 10:45am-11:00am, 12:45pm-1:00pm and 4:45pm-5:00pm, in each timezones). Meghan - Make sure you are calling the right contacts/targets. Simply ask the prospects. Ask admins and operators.

Tips 100

Tips Peer-to-peer Cold Calling Press 100

Sprout Social

JULY 20, 2016

Advanced search to help you find better prospects. It’s perfect for sales people because it gives you the ability to reach out to new prospects that you have no other way of contacting. The best part about LinkedIn is you’re able to bypass gatekeepers. Lead recommendations. Find Decision Makers.

Lead Generation 97

Lead Generation Linkedin Paid Content Generation 97

Marketing Insider Group

AUGUST 31, 2020

Sales teams aren’t information gatekeepers anymore. Plus, the buying process is complex and in no way linear: Buyers jump from casual visitor to prospect to hot lead before your sales team even knows they exist. Gatekeeping information and publishing content for its own sake don’t do you any favors. Absolutely not.

B2B Thought Leadership 363

B2B Thought Leadership Peer-to-peer Lead Scoring Lead Ranking 363

Engagio

APRIL 12, 2017

Even with the best targeted outreach, the odds of engaging a decision maker are slim: Sales reps today have to make 8 cold call attempts to reach a prospect, and compete with an average of 124 other business emails per day in that we each send and receive per day. Are they a buyer, influencer, or gatekeeper?

Cold Calling 101

Cold Calling Budget Programs Outreach Account Based Marketing 101

Zoominfo

MAY 3, 2021

Hitting an early impasse with a prospect is an age-old sales dilemma. “I Gatekeepers have the title of buyer or purchasing manager. Getting as many of the above buyers as possible on an early sales call is essential for discovery. “If I was working on an account and had talked to someone a little bit lower in the organization.

Zoominfo 264

Zoominfo Work Management Marketing Management B2B Sales 264

Zoominfo

APRIL 23, 2020

Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. We like DAMA UK’s six parameters for data quality : Completeness : Is the company, contact, or prospect record as complete as possible? JUST KIDDING. Burned by Churn.

Ideal Customer Profiles 189

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 189