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But pick up any book on selling written before 2011 and there will be lots of chapters about ‘getting past the gatekeeper’ and ‘overcoming objections’ etc. You want your salespeople speaking to as many decision makers as possible and not wasting time getting fobbed off by receptionists and other gatekeepers. Could you make your sales process as easy as 1, 2, 3? MORE
Are you a buyer insights gatekeeper? If your company does actually have buyer data, are you sharing it throughout the organization, or are you a gatekeeper and it is trapped in a powerpoint or pd f somewhere? B2B Marketing Leaders, Can You Brief Your Consultants on Your Buyers? You hire specialists. But no matter how good they are at their jobs, you still have to brief them on your project. MORE
Faced with more decision makers, influencers, and gatekeepers, sales teams need all the help they can muster to target and prioritize prospects, and reach them with. How marketing automation can empower sales, accelerate the sales process and drive more sales. The post 7 Ways Marketing Can Empower Sales appeared first on eTrigue. alignment B2B Marketing Sales Enablement B2B education marketing sales alignment MORE
And before you even have the opportunity to persuade them you need to get past any ‘gatekeeper’ such as a secretary or PA. The support of this individual is invaluable in getting past gatekeepers and persuading respondents to support the research. Is B2B market research really that different from B2C? Well in a nutshell, yes. In this blog post Circle’s Andrew Dalglish explores the 10 key differences that make B2B research unique. MORE
They’re the gatekeeper of the financial statement and have to be able to speak the language of sales, marketing, IT and Ops while being a gatekeeper for the CEO. What does the C-level care about? Selling to the C-suite can seem daunting but it’s really quite simple. For example, although CEOs are notoriously difficult to access, the reality is that once you get that meeting, CEOs are the easiest people to talk to. MORE
Learn How to Get the Gatekeeper on Your Side. Prospecting shouldn’t be so scary, so why is getting past the gatekeeper and finding qualified leads so hard? B2B Reads Sales b2b events business storytelling cold prospects customer personas customers gatekeeper human touch productivity tips successful b2b events video lead scoring MORE
Instead of dealing with Apple, Facebook, Google, and Amazon for different purposes, individuals will get a more coherent experience by selecting one gatekeeper for just about everything. This will give gatekeepers more complete information for each customer, which will let the gatekeepers drive better-tailored experiences. Gatekeeper marketers will still have to build trusted brands, but this will become less important. MORE
Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. Essentially, gatekeepers hold the key to B2B sales success. If you can’t convince a gatekeeper you’re important, you can kiss that sale goodbye. Today we uncover six methods to help you bypass gatekeepers and reach prospects faster. Treat gatekeepers with respect. Use the gatekeeper as your resource. MORE
Sales teams aren’t information gatekeepers anymore. Gatekeeping information and publishing content for its own sake don’t do you any favors. Everyone wants to convert more leads. Statistics say over 80% of leads will never convert into a sale. Hear that? Never. MORE
There are often several gatekeepers between you and the ultimate decision-makers, and it’s not always easy to know how to get by them. Another way to get past the gatekeepers is to mention the head of the department to whom you are selling. The most important thing to remember, outside of these 3 questions, is that the nicer you are to the gatekeeper, the better chance you have to get through the gate. MORE
Cold calls can inform buyers, engage gatekeepers, close deals, identify decision makers, and. 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? You heard that right. The much-maligned cold call can bring cheer to a total stranger. Prospects. Smile. . So yes, cold calling can still make a difference. MORE
They tend to surrender to gatekeepers and when they do get through they are terrified that they won’t keep the prospect’s attention. The number one reason for failure in sales is the failure to prospect. And the most important ingredient for success is having the right, realistic, practical attitude about prospecting. T uesdays with Chad. A series inspired by my regular attendance at Sandler Training Sales Mastery, lead by Chad Stenzel in Norfolk, Virginia. MORE
To add insult to injury, executive-level assistants are trained to be gatekeepers. Keep reading if you’re ready to bypass gatekeepers and set more meetings with the C-Level. 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. Have you ever tried to set up a meeting with a senior-level executive? MORE
If you work in sales, then you know getting past the gatekeeper of an organization can be an insurmountable challenge. You have a product or service worthy of the attention of the business owner, but the gatekeeper won’t put the call through. I’ll tell you what you can do, follow these three rules and the gatekeeper may just put your call through. You know who you need to talk to, so kindly ask the gatekeeper to put your call through. MORE
Sometimes the easiest way to not only get through the gatekeeper, but to get your prospect’s attention is to deliver the “WOW” factor. See, most gatekeepers see the same emails. The post How to Get Through the Gatekeeper & Raise Brand Awareness Using Marketing Automation appeared first on Lead Liaison. They get the same phone calls. You are just one of many, and most are boring. If you were in their position, what would happen if you received something super personal? MORE
It’s easy to see the correlation between data accuracy and sales efforts: If phone numbers are correct and link sales reps directly to their buyers, they can spend more time talking to likely prospects at the other end of the line, rather than shaking down a phone tree of gatekeepers. 50% fewer encounters with gatekeepers. Researchers using DiscoverOrg data were stopped by gatekeepers half as often as those using sales data from the other leading data provider. MORE
But pick up any book on selling written before 2011 and there will be lots of chapters about ‘getting past the gatekeeper’ and ‘overcoming objections’ etc. You want your salespeople speaking to as many decision makers as possible and not wasting time getting fobbed off by receptionists and other gatekeepers. Could you make your sales process as easy as 1, 2, 3? MORE
B2B decision makers are time poor, under pressure and protected by Gatekeepers (e.g. One of the toughest aspects of conducting a B2B research study is securing the support of a hard-to-reach target audience. their PA). These are all features which make them less likely to take part in surveys and interviews, but with the right approach B2B respondents can be persuaded to take part in research. So, what’s the trick? MORE
Brands act as filters or gatekeepers for consumers who need the articulation of a simple promise and someone or something to cut down on the avalanche of contextual content we’re tempted to sift through. Many of us still welcome that brand gatekeeper in the presence of ever more “cookie cutter “or irrelevant content being pushed out by marketers. MORE
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. Have you ever tried to set up a meeting with a senior-level contact? MORE
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. While the content medium has changed to digital and the stream of information has exploded, the function of gatekeeping is resurrected in a different capacity. by Creative Stall. MORE
Gatekeeper. Or, you can simply find away around the gatekeeper, for example using sales activities that approach decision makers “out of office” such as at networking events or in the evening. Getting to know the gatekeeper is always the preferable route, as they know the decision maker’s priorities, pain points, and schedule – all information you may need to create a favorable response. Share. Get a Free Quote. contact-form-7]. MORE
They can essentially act as gatekeepers to the job market and ensure that the best talent is represented. Contributed post. Your marketing team is the core of your business. Without the right team, your B2B marketing agency will struggle to attract, retain, and produce exceptional results for business clients. That’s why it’s vital to recruit and build your team the right way. Here are a few key considerations to keep in mind. Offer Compelling Incentives. MORE
The traditional model is built around a system of gatekeepers—agents, acquisitions editors, and other publishing professionals whose role is to make judgments about what will and won’t be published. And by cutting out the middlemen—all those traditional gatekeepers and their expenses—authors now have the potential to make much more money from their works. It won’t be long before self-publishing as a concept is dead. MORE
They’re the gatekeepers of internet content and decide which pages will be displayed during a search query. When you want to increase your website’s popularity, you have to turn to search engines. MORE
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. Have you ever tried to set up a meeting with a senior-level executive? If so, you know how tough it is to connect with busy executives who are never in their office, rarely answer their phones, and seldom reply to voicemail or e-mail. MORE
This gatekeeper function is already at the center of the business models for Amazon, Facebook, Google, Apple and others (increasingly including non-net-neutral broadband operators). The gatekeepers’ control over their customers’ experience means that marketers will increasingly need to sell to the gatekeepers to earn the opportunity to reach consumers. MORE
Bypass gatekeepers. Secretaries, administrative assistants, and phone operators are often referred to as gatekeepers in the world of sales. Of course, it’s not impossible to gain access to top sales prospects by first speaking to a gatekeeper. Whether you prefer email or phone conversations, a direct dial phone number or email address can be instrumental in navigating past gatekeepers to get your product or service in front of those who matter most. MORE
A few, like gatekeepers, don’t necessarily make purchase decisions but are instrumental in facilitating--or slowing down--the buying process. 7 Gatekeeper. In the complex world of B2B Sales, the typical buying group for a B2B solution can involve 6 to 10 decision makers , according to Gartner. These stakeholders have unique perspectives, personalities, problems, and priorities, and can sometimes conflict with each other. MORE
Gatekeepers. Gatekeepers. Looking to build a more predictable pipeline ? Let us show you, step-by-step, how to set up an ABS strategy for your team. Let’s Get Down to Business, To Tackle Your Ideal Contact Profiles (ICPs). Once you have your IAPs nailed down, it’s time to tackle your Ideal Contact Profiles (ICPs). There are two steps to identifying your ICP: The first step to defining your ICP is to identify the different buyer personas you want to go after and tackle. MORE
In the dark ages of B2B marketing communications, circa 1980, the goal was to get your snail-mailed communications past the office gatekeepers (a/k/a “executive assistants”), and onto the desks of your targeted decision-makers. Most often, however, the sheer volume of first-class mail processed every morning by office gatekeepers made it more likely that your personalized pitch letter and costly sales brochure would end up, unopened, in the garbage can. MORE
How do you get pass that low level gatekeeper and get an introduction to the real decision maker at the company? The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking The Networker’s Dream Ever been in a situation where you are trying to get a hold of someone or get introduced to another person but just can’t figure out how? This is the reality for most salespeople. MORE
If you are cold calling, then your representatives will likely run across gatekeepers rather than decision-makers. These gatekeepers should not be trampled over, as many of them actually help executives make decisions. You may also be able to find out a great deal of information about the decision-maker from the gatekeeper. MORE
Today, more than 110 airports rely on software from the company he started, GateKeeper Systems, to manage these critical functions. Here’s their story of the founding, growth, and transition of GateKeeper Systems. MORE
Here, newly created in-house departments of these institutions that previously acted as gatekeepers or filters for the truth are creating thinly-veiled marketing communications masquerading as news or research. Remember blogging for business? Better still blogging by brands? A great deal of what we now call “content marketing” can be traced back to basic business blogging where a brand built audiences by attracting informed search to valuable, relevant content. MORE
In the B2B world where you’re writing, you’re trying to reach decision makers, gatekeepers, managers, and C-suite executives. For B2B companies, you’ll want to develop at least 2 personas to start, because the goals and motivations for a CEO are vastly different from those of a gatekeeper. In other words, the language you’d use to speak to a gatekeeper is different than what you’d use to communicate with a CEO. MORE
The Founder Interview Series #29: Lynn Richardson and Brian Richardson, GateKeeper Systems. MORE
Just like “Gandalf” had to keep things in check as an authority, marketers act like gatekeepers with the task of ensuring that only the sales-ready leads get passed on, or else lead management is in disarray. by Alex Shootman | Tweet this “ Dad, what do you do? ” my youngest son Sam asked. MORE
Gatekeeper Related Topics Webbiquity
AUGUST 11, 2020
Today, more than 110 airports rely on software from the company he started, GateKeeper Systems, to manage these critical functions. Here’s their story of the founding, growth, and transition of GateKeeper Systems.
Zoominfo
MAY 6, 2018
Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. Essentially, gatekeepers hold the key to B2B sales success. If you can’t convince a gatekeeper you’re important, you can kiss that sale goodbye. Today we uncover six methods to help you bypass gatekeepers and reach prospects faster. Treat gatekeepers with respect. Use the gatekeeper as your resource.
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BOP Design
APRIL 30, 2018
If you work in sales, then you know getting past the gatekeeper of an organization can be an insurmountable challenge. You have a product or service worthy of the attention of the business owner, but the gatekeeper won’t put the call through. I’ll tell you what you can do, follow these three rules and the gatekeeper may just put your call through. You know who you need to talk to, so kindly ask the gatekeeper to put your call through.
Lead Liaison
JUNE 6, 2017
Sometimes the easiest way to not only get through the gatekeeper, but to get your prospect’s attention is to deliver the “WOW” factor. See, most gatekeepers see the same emails. The post How to Get Through the Gatekeeper & Raise Brand Awareness Using Marketing Automation appeared first on Lead Liaison. They get the same phone calls. You are just one of many, and most are boring. If you were in their position, what would happen if you received something super personal?
Biznology
SEPTEMBER 29, 2016
Brands act as filters or gatekeepers for consumers who need the articulation of a simple promise and someone or something to cut down on the avalanche of contextual content we’re tempted to sift through. Many of us still welcome that brand gatekeeper in the presence of ever more “cookie cutter “or irrelevant content being pushed out by marketers.
Biznology
JANUARY 27, 2017
Here, newly created in-house departments of these institutions that previously acted as gatekeepers or filters for the truth are creating thinly-veiled marketing communications masquerading as news or research. Remember blogging for business? Better still blogging by brands? A great deal of what we now call “content marketing” can be traced back to basic business blogging where a brand built audiences by attracting informed search to valuable, relevant content.
|
Heinz Marketing
JANUARY 18, 2020
Learn How to Get the Gatekeeper on Your Side. Prospecting shouldn’t be so scary, so why is getting past the gatekeeper and finding qualified leads so hard? B2B Reads Sales b2b events business storytelling cold prospects customer personas customers gatekeeper human touch productivity tips successful b2b events video lead scoring
Sales Intelligence View
DECEMBER 11, 2012
There are often several gatekeepers between you and the ultimate decision-makers, and it’s not always easy to know how to get by them. Another way to get past the gatekeepers is to mention the head of the department to whom you are selling. The most important thing to remember, outside of these 3 questions, is that the nicer you are to the gatekeeper, the better chance you have to get through the gate.
The Effective Marketer
OCTOBER 14, 2009
How do you get pass that low level gatekeeper and get an introduction to the real decision maker at the company? The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking The Networker’s Dream Ever been in a situation where you are trying to get a hold of someone or get introduced to another person but just can’t figure out how? This is the reality for most salespeople.
Marketing Insider Group
AUGUST 31, 2020
Sales teams aren’t information gatekeepers anymore. Gatekeeping information and publishing content for its own sake don’t do you any favors. Everyone wants to convert more leads. Statistics say over 80% of leads will never convert into a sale. Hear that? Never.
eTrigue
APRIL 30, 2017
Faced with more decision makers, influencers, and gatekeepers, sales teams need all the help they can muster to target and prioritize prospects, and reach them with. How marketing automation can empower sales, accelerate the sales process and drive more sales. The post 7 Ways Marketing Can Empower Sales appeared first on eTrigue. alignment B2B Marketing Sales Enablement B2B education marketing sales alignment
|
Savanta
MAY 16, 2016
B2B decision makers are time poor, under pressure and protected by Gatekeepers (e.g. One of the toughest aspects of conducting a B2B research study is securing the support of a hard-to-reach target audience. their PA). These are all features which make them less likely to take part in surveys and interviews, but with the right approach B2B respondents can be persuaded to take part in research. So, what’s the trick?
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. While the content medium has changed to digital and the stream of information has exploded, the function of gatekeeping is resurrected in a different capacity. by Creative Stall.
Webbiquity
SEPTEMBER 25, 2020
They can essentially act as gatekeepers to the job market and ensure that the best talent is represented. Contributed post. Your marketing team is the core of your business. Without the right team, your B2B marketing agency will struggle to attract, retain, and produce exceptional results for business clients. That’s why it’s vital to recruit and build your team the right way. Here are a few key considerations to keep in mind. Offer Compelling Incentives.
Customer Experience Matrix
JANUARY 12, 2018
This gatekeeper function is already at the center of the business models for Amazon, Facebook, Google, Apple and others (increasingly including non-net-neutral broadband operators). The gatekeepers’ control over their customers’ experience means that marketers will increasingly need to sell to the gatekeepers to earn the opportunity to reach consumers.
Zoominfo
MAY 8, 2019
Bypass gatekeepers. Secretaries, administrative assistants, and phone operators are often referred to as gatekeepers in the world of sales. Of course, it’s not impossible to gain access to top sales prospects by first speaking to a gatekeeper. Whether you prefer email or phone conversations, a direct dial phone number or email address can be instrumental in navigating past gatekeepers to get your product or service in front of those who matter most.
Customer Experience Matrix
DECEMBER 19, 2016
Instead of dealing with Apple, Facebook, Google, and Amazon for different purposes, individuals will get a more coherent experience by selecting one gatekeeper for just about everything. This will give gatekeepers more complete information for each customer, which will let the gatekeepers drive better-tailored experiences. Gatekeeper marketers will still have to build trusted brands, but this will become less important.
Tomorrow People
FEBRUARY 27, 2013
But pick up any book on selling written before 2011 and there will be lots of chapters about ‘getting past the gatekeeper’ and ‘overcoming objections’ etc. You want your salespeople speaking to as many decision makers as possible and not wasting time getting fobbed off by receptionists and other gatekeepers. Could you make your sales process as easy as 1, 2, 3?
Tomorrow People
FEBRUARY 27, 2013
But pick up any book on selling written before 2011 and there will be lots of chapters about ‘getting past the gatekeeper’ and ‘overcoming objections’ etc. You want your salespeople speaking to as many decision makers as possible and not wasting time getting fobbed off by receptionists and other gatekeepers. Could you make your sales process as easy as 1, 2, 3?
B2B Memes
FEBRUARY 14, 2012
The traditional model is built around a system of gatekeepers—agents, acquisitions editors, and other publishing professionals whose role is to make judgments about what will and won’t be published. And by cutting out the middlemen—all those traditional gatekeepers and their expenses—authors now have the potential to make much more money from their works. It won’t be long before self-publishing as a concept is dead.
Webbiquity
SEPTEMBER 29, 2020
The Founder Interview Series #29: Lynn Richardson and Brian Richardson, GateKeeper Systems.
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. Have you ever tried to set up a meeting with a senior-level contact?
Outreach
DECEMBER 19, 2018
Cold calls can inform buyers, engage gatekeepers, close deals, identify decision makers, and. 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? You heard that right. The much-maligned cold call can bring cheer to a total stranger. Prospects. Smile. . So yes, cold calling can still make a difference.
The Forward Observer
JULY 9, 2019
They tend to surrender to gatekeepers and when they do get through they are terrified that they won’t keep the prospect’s attention. The number one reason for failure in sales is the failure to prospect. And the most important ingredient for success is having the right, realistic, practical attitude about prospecting. T uesdays with Chad. A series inspired by my regular attendance at Sandler Training Sales Mastery, lead by Chad Stenzel in Norfolk, Virginia.
Biznology
OCTOBER 22, 2020
They’re the gatekeepers of internet content and decide which pages will be displayed during a search query. When you want to increase your website’s popularity, you have to turn to search engines.
Apollo
OCTOBER 2, 2018
Gatekeepers. Gatekeepers. Looking to build a more predictable pipeline ? Let us show you, step-by-step, how to set up an ABS strategy for your team. Let’s Get Down to Business, To Tackle Your Ideal Contact Profiles (ICPs). Once you have your IAPs nailed down, it’s time to tackle your Ideal Contact Profiles (ICPs). There are two steps to identifying your ICP: The first step to defining your ICP is to identify the different buyer personas you want to go after and tackle.
MarketJoy
APRIL 17, 2018
Gatekeeper. Or, you can simply find away around the gatekeeper, for example using sales activities that approach decision makers “out of office” such as at networking events or in the evening. Getting to know the gatekeeper is always the preferable route, as they know the decision maker’s priorities, pain points, and schedule – all information you may need to create a favorable response. Share. Get a Free Quote. contact-form-7].
Televerde
MARCH 14, 2018
They’re the gatekeeper of the financial statement and have to be able to speak the language of sales, marketing, IT and Ops while being a gatekeeper for the CEO. What does the C-level care about? Selling to the C-suite can seem daunting but it’s really quite simple. For example, although CEOs are notoriously difficult to access, the reality is that once you get that meeting, CEOs are the easiest people to talk to.
Cintell
DECEMBER 19, 2018
Are you a buyer insights gatekeeper? If your company does actually have buyer data, are you sharing it throughout the organization, or are you a gatekeeper and it is trapped in a powerpoint or pd f somewhere? B2B Marketing Leaders, Can You Brief Your Consultants on Your Buyers? You hire specialists. But no matter how good they are at their jobs, you still have to brief them on your project.
DiscoverOrg Sales
APRIL 12, 2017
It’s easy to see the correlation between data accuracy and sales efforts: If phone numbers are correct and link sales reps directly to their buyers, they can spend more time talking to likely prospects at the other end of the line, rather than shaking down a phone tree of gatekeepers. 50% fewer encounters with gatekeepers. Researchers using DiscoverOrg data were stopped by gatekeepers half as often as those using sales data from the other leading data provider.
SmartBug Media
JUNE 6, 2019
In the B2B world where you’re writing, you’re trying to reach decision makers, gatekeepers, managers, and C-suite executives. For B2B companies, you’ll want to develop at least 2 personas to start, because the goals and motivations for a CEO are vastly different from those of a gatekeeper. In other words, the language you’d use to speak to a gatekeeper is different than what you’d use to communicate with a CEO.
Savanta
NOVEMBER 16, 2014
And before you even have the opportunity to persuade them you need to get past any ‘gatekeeper’ such as a secretary or PA. The support of this individual is invaluable in getting past gatekeepers and persuading respondents to support the research. Is B2B market research really that different from B2C? Well in a nutshell, yes. In this blog post Circle’s Andrew Dalglish explores the 10 key differences that make B2B research unique.
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. 7 Gatekeeper. In the complex world of B2B Sales, the typical buying group for a B2B solution can involve 6 to 10 decision makers , according to Gartner. These stakeholders have unique perspectives, personalities, problems, and priorities, and can sometimes conflict with each other.
Zoominfo
SEPTEMBER 29, 2019
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. Have you ever tried to set up a meeting with a senior-level executive? If so, you know how tough it is to connect with busy executives who are never in their office, rarely answer their phones, and seldom reply to voicemail or e-mail.
Navigate the Channel
NOVEMBER 30, 2017
If you are cold calling, then your representatives will likely run across gatekeepers rather than decision-makers. These gatekeepers should not be trampled over, as many of them actually help executives make decisions. You may also be able to find out a great deal of information about the decision-maker from the gatekeeper.
Zoominfo
APRIL 19, 2018
To add insult to injury, executive-level assistants are trained to be gatekeepers. Keep reading if you’re ready to bypass gatekeepers and set more meetings with the C-Level. 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. Have you ever tried to set up a meeting with a senior-level executive?
Modern Marketing
MAY 31, 2013
Just like “Gandalf” had to keep things in check as an authority, marketers act like gatekeepers with the task of ensuring that only the sales-ready leads get passed on, or else lead management is in disarray. by Alex Shootman | Tweet this “ Dad, what do you do? ” my youngest son Sam asked.
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