Marketing Insider Group

AUGUST 21, 2023

This is particularly the case in the industrial economy, but it also continues to increase in the professional services world. There are already countless examples of this in consumer-facing industries. This black-or-white thinking could be appropriate in limited applications.

Marketing AI 192

Marketing AI Marketing & Strategy Top of Funnel Resource Management 192

SalesIntel

JANUARY 4, 2022

Gatekeepers are excellent information sources if you know how to ask for it the right way. If you call a company’s switchboard and ask for a decision-maker from high management, the gatekeeper will likely refuse you access. No more feeling like they’re wasting their time on wrong numbers or gatekeepers. Higher ROI.

Work Management 98

Work Management Top of Funnel Mobile Marketing Marketing Management 98

Zoominfo

JULY 29, 2020

And with the use of intent data , preparation can include things like current pain points, revenue, industry niches, and beyond. So unless you have your prospect’s direct contact info , you’re likely to have to deal with a gatekeeper receptionist. But remember the context will come from your research. Seem a bit broad?

Cold Calling 240

Cold Calling Zoominfo Work Management B2B Sales 240

Only B2B

AUGUST 21, 2023

Reaching decision-makers, handling gatekeepers, and capturing attention in an oversaturated market can be daunting. This involves creating detailed personas of your most valuable customers based on factors such as industry, company size, pain points, and goals. 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 26, 2022

Research, research, and research some more. Learn how to communicate with gatekeepers. It often involves extensive outreach, thorough research, plenty of rejection, and potential frustration and burnout. Research, research, and research some more. What is B2B prospecting?

Ideal Customer Profiles 61

Ideal Customer Profiles Cold Calling Work Management B2B 61

SalesGrape

DECEMBER 3, 2023

Identifying Target Audiences in the NHS: Key Strategies for Effective Lead Generation Identifying target audiences is essential for successful lead generation in any industry. Conducting thorough research on each audience segment allows telemarketers to craft personalized messages that resonate with their specific challenges or goals.

Telemarketing 80

Telemarketing Marketing Management Lead Scoring Lead Ranking 80

SalesIntel

SEPTEMBER 21, 2023

When you opt to dial a company’s switchboard and inquire about reaching a decision-maker from upper management, it’s a situation where you’re likely to encounter resistance from the gatekeeper. These gatekeepers are typically trained to prevent direct access, so the process can become time-consuming.

Contacts 40

Contacts Allocation B2B Outreach 40

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!

Cold Calling 207

Cold Calling Zoominfo Work Management Effectiveness 207

Zoominfo

MAY 21, 2020

It takes time: researching a prospect’s priorities and pain points, their background, and hopefully time to find an opportunity to create a personal connection. 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.

Outreach 264

Outreach Examples Zoominfo Account Based Marketing 264

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. Identify Key Decision Makers, Faster. Easy Personalization. Not convinced?

Account Based Marketing 229

Account Based Marketing Ideal Customer Profiles ABM Zoominfo 229

Salesforce Marketing Cloud

SEPTEMBER 26, 2023

You’ve done your customer research, made prospecting calls, and connected with a potential buyer. Take a look at their profile and see if their title and industry align with your buyer persona. Maybe they’ve even agreed to watch a demo. But do they really want to buy, or are they just window shopping?

Buy 119

Buy Work Management Buyer Personas Ideal Customer Profiles 119

Velocity Partners

DECEMBER 13, 2023

And that failure almost always boils down to a lack of research about what the right accounts should look like. That means getting your hands dirty with some research about what truly connects your greatest opportunities. Nailing down things like size, industry, revenue and location will help you trim a lot of fat.

Ideal Customer Profiles 59

Ideal Customer Profiles Work Management Account Based Marketing Marketing Budget 59

Zoominfo

FEBRUARY 17, 2021

Consider these following tips to get more success in your cold calls — before, during, and afterward: Do: Research your prospect (Who are they? Anticipate gatekeepers (the jaded call operators). I work with clients in [lead’s industry] to address their [industry-specific challenge]. Practice your cold calling script.

Cold Calling 100

Cold Calling Guidelines Practices Work Management 100

Zoominfo

NOVEMBER 20, 2019

Let’s take a very poor example of communicating a problem: “Joe, your sales reps are spending too much time researching their prospects.” They spend all of this time in prospect research, just to spend a few, short minutes on the phone. You’re paying that amount for the research that they’re conducting.

B2B 187

B2B Zoominfo B2B Sales Pricing 187

Zoominfo

JULY 29, 2020

And with the use of intent data , preparation can include things like current pain points, revenue, industry niches, and beyond. So unless you have your prospect’s direct contact info , you’re likely to have to deal with a gatekeeper receptionist. But remember the context will come from your research. It is to an extent.

Cold Calling 100

Cold Calling Work Management Zoominfo Intent Data 100

DiscoverOrg

APRIL 25, 2017

It should reduce time spent prospecting; offer sales development reps (SDRs) an opportunity for smart expansion into new markets; let sales reps identify the 3% of any industry’s target accounts that are active buyers … and a whole lot more. When all’s said and done, quality lists lead to a 50% reduction in research time.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

Navigate the Channel

FEBRUARY 21, 2023

After all, for many, their expertise is in the building industry, not in marketing strategy. Research customer feedback to find the cracks in understanding and take notes for later (there will be a quiz). Most businesses and manufacturers look at themselves first and miss key factors affecting their industry, customers and competition.

Planning 65

Planning Marketing Plans Product Ad Building 65

Zoominfo

APRIL 17, 2020

Quality service and experience have become expected in almost every service-based industry, including staffing. They’ll learn what firms often look for in a candidate and be able to speak the “language” of the industry. Does HR act as a gatekeeper? Do Your Research. So how exactly can a staffing agency stand out?

Ideal Customer Profiles 100

Ideal Customer Profiles Paid Search Agency Advertising Agencies Ad Agencies 100

Webbiquity

APRIL 6, 2021

The company’s first beachhead is in the tech industry. Over 90% have at least four years of experience within their respective industries. Just try one thing, or send out one email, make one phone call, do 15 minutes worth of research on your idea. As of March 2021, the Kinetic network has about 800 members. out of 5. ?

Marketing AI 246

Marketing AI Startups Paid Search Agency B2B Thought Leadership 246

Navigate the Channel

NOVEMBER 28, 2023

They are like the digital gatekeepers that determine which websites rank higher and are more likely to be seen by users. When you consistently offer insights, solutions, or expert opinions in your niche, you establish trust and authority within your industry.

Lead Scoring 65

Lead Scoring Lead Ranking Thought Leadership Peer-to-peer 65

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

Litmus

FEBRUARY 6, 2023

I can’t think of another community that is so motivated to share information with one another, with a notable lack of gatekeeping. There was definitely a sense of gatekeeping that was really intimidating to me, whereas the email community was so much more open because we were all just trying to figure it out together.

Communities 82

Communities Work Management Thought Leadership Design 82

Hinge Marketing

NOVEMBER 25, 2019

I’m not familiar with your firm,” he explained, “But by the time a fourth person left a copy of your research study on my desk, I figured we needed to talk.”. We also have an independent research organization that conducts extensive research on professional services buyers and the firms that target them. And talk we did.

Work Management 119

Work Management Marketing Management Planning Advertising Agencies 119

Zoominfo

OCTOBER 21, 2021

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. External data, on the other hand, refers to the relevant topics a company is researching online. What kind of content are they downloading?

Sales Management 130

Sales Management Top of Funnel Sales Qualified Leads Work Management 130

Navigate the Channel

NOVEMBER 30, 2017

First, make sure that your representative has done basic research about the prospect before making the call. 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.

B2B Sales 56

B2B Sales B2B Marketing Cold Calling Blast Campaigns 56

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!

Cold Calling 130

Cold Calling Zoominfo Work Management Effectiveness 130

Sprout Social

JULY 19, 2022

I designed the hashtag to thwart any one social network from becoming the dominant gatekeeper. To perfect the art of hashtagging, you should conduct research, use hashtags thoughtfully and analyze your results. After you have an endgame in mind, start digging into hashtag research. Find the right hashtags #ForYou.

Effectiveness 122

Effectiveness Social Media Paid Search Agency Viral Marketing 122

PureB2B

JUNE 23, 2022

Buyers now navigate much of their journey solo, with almost half of them taking at least three months to conduct self-guided research into new vendors before reaching out to a sales rep. For example, ensure all the information needed to thoroughly research your products and services is available and accessible.

Top of Funnel 62

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

Optinmonster

APRIL 3, 2024

Outreach emails are crucial for several reasons: Building Relationships: They help you connect with industry influencers and potential partners. Researching Your Recipients: Understanding Their Interests and Pain Points Take the time to research your recipients. Why are Outreach Emails Important? What are their interests?

Outreach 70

Outreach Tips Marketing & Strategy Email Marketing 70

Zoominfo

NOVEMBER 20, 2019

Let’s take a very poor example of communicating a problem: “Joe, your sales reps are spending too much time researching their prospects.” They spend all of this time in prospect research, just to spend a few, short minutes on the phone. You’re paying that amount for the research that they’re conducting.

B2B 100

B2B B2B Sales Pricing Price 100

Adobe Experience Cloud Blog

FEBRUARY 15, 2017

Let’s look at five key steps to penetrate a new industry: 1. 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. Want to learn more about industry or other areas of marketing?

Verticals 132

Verticals Work Management Lead Ranking Sales Qualified Leads 132

Adobe Experience Cloud Blog

MARCH 13, 2018

A smart guest posting strategy can vault a small brand to new heights and cement an established brand as the go-to expert in its industry. Publication editors are the gatekeepers of guest posts. Our research, which we published in “ The State of Digital Media ,” has helped us understand what it takes to succeed.

Thought Leadership 134

Thought Leadership Guidelines Custom Publishing Rules 134

Sword and the Script | B2B

JUNE 15, 2021

That’s my take on a survey by Typeset and Mantis Research. It’s great for that purpose, but it also motivates AEs to be gatekeepers and guard access. Really dive into industry surveys. Survey research should be a key project for the entire marketing organization because it has so many applications to a marketing program.

Contact Marketing 78

Contact Marketing Customer Surveys Contacts B2B Marketing 78

Outreach

NOVEMBER 11, 2019

The number and personas of these stakeholders depend on the size, industry, buying process, and culture of each organization. A few, like gatekeepers, don’t necessarily make purchase decisions but are instrumental in facilitating--or slowing down--the buying process. 7 Gatekeeper. 2 Decider/Approver (ranking executive).

Process 40

Process Marketing Management Buyer Personas Gartner 40

Schubert B2B

MAY 4, 2018

Why send your news to an editor who acts as a gatekeeper in deciding whether or not to publish your information? While this might be true, especially in B2C marketing, chances are that your B2B customers are still going to trade publications for specialized industry-wide news. Online posts often include a link to your site.

Press 67

Press B2B Blast Campaigns Public Relations 67

SalesIntel

JANUARY 9, 2023

Industry Type Employee Count . The marketing lead deciding on content themes and target industries will need different data from a sales rep making calls. We focus our researchers on contacts with buying power. For our clients, SalesIntel provides Research on Demand. Location(s). Decision-Makers.

Ideal Customer Profiles 52

Ideal Customer Profiles B2B Sales Advertising Agencies Marketing Budget 52

ClearVoice

MARCH 10, 2020

Verticals can be industries, company sizes, or demographics. Their products are versatile so they can serve a large consumer base across multiple industries that have a wide range of needs. When applying content strategies to vertical content, messaging success depends on analytical research and human observation.

Verticals 101

Verticals Paid Search Agency Content Marketing Content 101