SalesGrape

OCTOBER 16, 2023

Cracking the Code: Strategies for Overcoming Gatekeepers in Lead Generation Understanding the Role of Gatekeepers in Lead Generation: A Key Challenge for Sales Professionals In the world of sales, gatekeepers play a crucial role in lead generation.

Lead Generation 81

Lead Generation Generation Leads Lead 81

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. By: Jennifer J. “I How embarrassing.”. A matter of national security.

Cold Calling 60

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.

B2B Sales 203

B2B Sales B2B Cold Calling Zoominfo 203

Only B2B

MAY 19, 2022

People are, without a doubt, the most important component of every sales contact. Managers should be monitoring calls and completing quality assurance checks so that training opportunities may be identified. Townsend Wardlow, a sales consultant, advises appointment setters to aim high and broad in order to obtain more appointments.

Work Management 118

Work Management Marketing Management Cold Calling Trigger Marketing 118

Only B2B

AUGUST 21, 2023

In the dynamic realm of B2B sales, qualified appointment setting stands as a cornerstone for success. This strategic approach significantly enhances the efficiency of the sales process, leading to higher conversion rates and impactful business growth. Appointment setting is not without its challenges.

Sales Qualified Leads 62

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

Hubspot

OCTOBER 5, 2021

Sales development representatives and gatekeepers. If you're in sales, chances are you've encountered plenty of situations in which you're trying to reach a CEO or C-level executive to pitch your product or service. only to get stopped by a gatekeeper. How to Get Past the Gatekeeper When Cold Calling.

Enterprise Management 90

Enterprise Management Work Management Marketing Management Cold Calling 90

Only B2B

MARCH 23, 2022

Performing in-depth research, constructing ideal customer profiles (ICPs) and buyer personas (BPs), hand-picking leads, creating personalized content for a multichannel outreach, calling, emailing, tracking various KPIs, performing analysis, and finally starting all over again are all part of the B2B outbound lead generation process.

Sales Management 118

Sales Management B2B Sales Ideal Customer Profiles Top of Funnel 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.

B2B Sales 100

B2B Sales B2B Cold Calling Zoominfo 100

Hubspot

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. It's the jumping-off point for every closable deal — and doing it effectively can be the difference between maintaining a steady stream of productive opportunities and your sales process never getting off the ground.

Ideal Customer Profiles 61

Ideal Customer Profiles Cold Calling Work Management B2B 61

Biznology

AUGUST 8, 2019

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. Third, a larger role for marketing, as active members of inside sales and lead qualification teams.

Demand Generation Agencies 106

Demand Generation Agencies Enterprise Management Marketing Automation Services B2B Marketing 106

Tony Zambito

JANUARY 31, 2016

The voluminous nature of marketing and sales content is making it harder for organizations to get through to customers and potential customers today. To the point whereby content marketers now have to deal with something sales have dealt with for decades. That is the role of “gatekeepers” specifically for content.

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 ? With the new changes in B2B sales, namely Sales 2.0 practices, traditional cold calling has for the most part become a thing of the past and sales teams couldn’t be happier.

Cold Calling 48

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.

Contacts 40

Contacts Allocation B2B Outreach 40

Tomorrow People

FEBRUARY 27, 2013

Could you make your sales process as easy as 1, 2, 3? Nathan Anibaba, development consultant at Zoober Digital Training , shares his insight on making the sales approach more effective and less hit-and-miss. As far as I am concerned there are 3 main stages to a sale: Prospecting activity (cold calling). Need leads?

Paid Search Agency 120

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

Tomorrow People

FEBRUARY 27, 2013

Could you make your sales process as easy as 1, 2, 3? Nathan Anibaba, development consultant at Zoober Digital Training , shares his insight on making the sales approach more effective and less hit-and-miss. As far as I am concerned there are 3 main stages to a sale: Prospecting activity (cold calling). Need leads?

Paid Search Agency 120

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

ViewPoint

APRIL 3, 2014

Relationships rule in sales. But while technology has forever altered our sales processes, it won’t save our sales careers. Technology provides us with many great tools, but it is the person behind the LinkedIn profile , all the fancy gadgets, and high-tech presentations who actually makes the sale. Toss the technology.

Cold Calling 120

Cold Calling Ideal Customer Profiles Cross-Selling Rules 120

Zoominfo

OCTOBER 21, 2021

Every business needs to fill its sales funnel with qualified leads, convert those leads into customers, and retain paying customers for the long term. What makes the difference between a high-performing sales funnel and one that isn’t ready for the needs of a modern B2B sales motion? Awareness Stage 2.

Sales Management 130

Sales Management Top of Funnel Sales Qualified Leads Work Management 130

Aberdeen

MARCH 6, 2019

Part of the Sales Team…. Conversational marketing has been around since the invention of the cold-call. These landing page gatekeepers, if you will, connect users with employees who can provide information on a case-by-case basis, relative to the users’ given stage of the buyer’s journey. Meet: The Chatbot.

Conversion 68

Conversion Work Management Marketing Management Cold Calling 68

SalesIntel

JULY 6, 2021

In the cutthroat world of B2B sales, any second not spent on selling could be an opportunity lost. That’s why top-performing sales teams follow best sales time management practices as part of their sales playbook. Here are the top three time killers for a sales rep: 1. Researching leads.

Work Management 52

Work Management Spending Lead Ranking Marketing Management 52

Adobe Experience Cloud Blog

FEBRUARY 15, 2017

It’s also critical to look at your own database and leverage the sales and customer success teams for insights as well. At Marketo, for example, we found that the ideal personas in certain industries may be sales or IT leaders as opposed to marketing leaders, as they drive most of the purchasing decisions. Build Sales Support.

Verticals 132

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. Surprisingly honest for a sales call, I thought. Offer insights and understanding, not a sales pitch. Useful” is the watchword.

Work Management 119

Work Management Marketing Management Planning Advertising Agencies 119

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. But first, we’ll dive into the benefits sales prospecting tools have for your organization.

Enterprise Management 72

Enterprise Management Ideal Customer Profiles Work Management Marketing Management 72

Lead Liaison

MAY 23, 2017

Ladies and gentlemen, account executives, and sales reps everywhere, I salute you. I have tried my hand in business to business sales and could just never get a rhythm down. I love interaction and nurture, not chasing unqualified leads for months before they finally let me down. For a sales person, this is a huge starting point.

B2B Sales 66

B2B Sales Top of Funnel Marketing Automation Services Lead Liaison 66

Hubspot

OCTOBER 5, 2017

It’s the one aspect of sales that just never changes. As we’ve all experienced, sales essentially boils down to two things: Numbers. Truth is, sales is changing -- quickly. As the sales conversations grows even more buyer-focused, sales reps have begun developing his or her own hack, own technique, own process.

Budget Programs 99

Budget Programs Top of Funnel Tools Work Management 99

SalesIntel

DECEMBER 6, 2021

The modern buyer is immune to cold calls and emails, and they are quickly turned off by irrelevant, scripted communications. Despite this, many teams’ outbound sales methods are reluctant to evolve. As a result, many sales leaders struggle to develop a strong and consistent sales pipeline.

Top of Funnel 52

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

Televerde

OCTOBER 31, 2018

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. Our SDRs don’t go in like it’s a sales call. Networking.

Contacts 53

Contacts Work Management Cold Calling Ideal Customer Profiles 53

Sprout Social

JULY 20, 2016

Lead generation. LinkedIn lead generation is a mystery for a lot of companies. One of the biggest challenges is that there’s a fine line between generating leads and spamming. Sometimes it’s difficult for companies to walk that line because they assume everyone on LinkedIn is open to being approached for sales.

Lead Generation 96

Lead Generation Linkedin Paid Content Generation 96

Televerde

FEBRUARY 11, 2019

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. The art of human touch Our SDRs don’t go in like it’s a sales call.

Contacts 40

Contacts Work Management Cold Calling Ideal Customer Profiles 40

Marketing Insider Group

AUGUST 31, 2020

Everyone wants to convert more leads. Statistics say over 80% of leads will never convert into a sale. If a secret formula to convert leads existed, companies would never go bankrupt or struggle to meet sales goals. What’s Wrong with Your Lead Generation and Nurturing Processes? Content created by nobodies.

B2B Thought Leadership 363

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

Zoominfo

MAY 3, 2021

Hitting an early impasse with a prospect is an age-old sales dilemma. “I They said, ‘You need to reach out to our CEO directly,’” recalls Megan Hanisko, manager of sales development at ZoomInfo. “So Reaching a dead end when bringing in a new sales account is nothing new. What Exactly is Sales Multi-Threading?

Zoominfo 264

Zoominfo Work Management Marketing Management B2B Sales 264

Moz

AUGUST 7, 2019

Posted by Gaetano-DiNardi-NYC Disclaimer: I’m currently the Director of Demand Generation at Nextiva , and writing this case study post-mortem as the former VP of Marketing at Sales Hacker (Jan. Because they all want the same thing: Search traffic that leads to website conversions, which leads to money. 2017 - Sept.

Case Studies 49

Case Studies Case Study Paid Search Agency SEO 49

Hubspot

MAY 22, 2014

After all, what happens to all those leads you’ve been getting? Your business can’t run on leads alone -- you need customers who help bring in revenue and fuel your future inbound strategies. So once you’ve perfected your visit-to-lead acquisition, it’s time to get to work on your lead-to-customers game.

Leads 28

Leads Lead Marketing Qualified Leads Amazon 28

Zoominfo

APRIL 23, 2020

But long, complicated sales cycles need more than just names and numbers. Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. But a lot of marketing, sales, and recruiting professionals don’t know how much data has changed over the past few years! JUST KIDDING.

Ideal Customer Profiles 189

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 189

Zoominfo

NOVEMBER 9, 2020

Does your (sales) funnel have flow? Learn data-driven strategies that support each stage of the sales funnel, along with key performance indicators (KPIs). Contents What is a Sales Funnel? What Tools Do People Use for Sales Funnels? Marketing Funnel vs. Sales Funnel Resources. What is a Sales Funnel?

Sales Management 246

Sales Management Top of Funnel Sales Qualified Leads Work Management 246

Hubspot

AUGUST 2, 2012

It's a pretty big bummer, however, when those mistakes results in lost sales and wasted leads. This post will go through six common mistakes salespeople make, explain why they're so detrimental to the sales process, and discuss how to remedy them. The lead's pain points -- does your product or service help solve them?

Work Management 28

Work Management Marketing Management Cold Calling Organic Leads 28

DiscoverOrg

MAY 7, 2019

But long, complicated sales cycles need more than just names and numbers. Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. A lot of marketing, sales, and recruiting professionals don’t know how much data has changed over the past few years! Lead generation.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

Zoominfo

MAY 3, 2021

Hitting an early impasse with a prospect is an age-old sales dilemma. “I They said, ‘You need to reach out to our CEO directly,’” recalls Megan Hanisko, manager of sales development at ZoomInfo. “So Reaching a dead end when bringing in a new sales account is nothing new. What Exactly is Sales Multi-Threading?

Zoominfo 100

Zoominfo Work Management Marketing Management Cold Calling 100