Tony Zambito

JANUARY 31, 2016

In several hundred qualitative buyer persona research interviews conducted last year, I heard firsthand about new behaviors related to filtering, managing, and outright deleting of content on the part of business decision-makers. That is the role of “gatekeepers” specifically for content. New Dilemmas For Marketers.

Ideal Customer Profiles 100

Ideal Customer Profiles Leads Lead Marketing Qualified Leads 100

Apollo

OCTOBER 2, 2018

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. Defining specific personas is vital because, when it comes to engagement, different types of contacts require different types of messaging. Gatekeepers. Gatekeepers.

Profiling 66

Profiling Contacts Paid Search Agency Companies 66

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

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

Cintell

APRIL 21, 2015

At its very basic level, a “persona” is a character. Personas in the world of music refer to an artist assuming a role that matches the music they sing (think Ziggy Stardust adopted by David Bowie). In psychology, a persona can refer to the mask or appearance one presents to the world. Do you know the difference?

Work Management 100

Work Management Buyer Personas Marketing Management Cross-Selling 100

SmartBug Media

JUNE 25, 2020

Persona-specific. No one person or department should be the gatekeeper of your battlecards. When gathering information for your battlecard, explore the following: Customer profile(s) and persona details. Product/Service-specific. Partnership-specific. Challenge-specific. How to Make a Sales Battlecard. Collect details.

Template 103

Template Case Studies Case Study Stats 103

Marketing Insider Group

AUGUST 3, 2015

Salespeople used to be the information gatekeeper. This space was normally rented from a gatekeeper who could control access and exposure. The two things you must nail for successful lead generation content are 1) deep insights into your buyer persona and 2) an understanding of the buyer’s journey. Buyer Persona.

Lead Generation 100

Lead Generation Top of Funnel Work Management Marketing Management 100

ClearVoice

MARCH 10, 2020

Personas technically fall into the realm of core content, which sits at the very top of the content marketing hierarchy. Often brands will diligently work out their brand messaging foundations — like mission and vision statements — but personas somehow fall off. Content verticals and persona development go hand-in-hand.

Verticals 101

Verticals Paid Search Agency Content Marketing Content 101

Zoominfo

APRIL 17, 2020

Does HR act as a gatekeeper? Create Buyer Personas. By creating a buyer persona to describe your ideal prospects, you can get a clearer picture of your overall marketing strategy. Understand organizational dynamics and figure out who will need to be involved with every hiring decision. Is it just the direct hiring manager?

Ideal Customer Profiles 100

Ideal Customer Profiles Paid Search Agency Advertising Agencies Ad Agencies 100

Outreach

NOVEMBER 11, 2019

The number and personas of these stakeholders depend on the size, industry, buying process, and culture of each organization. Each of these stakeholders can be classified into one of several buyer personas. 7 Gatekeeper. This stakeholder takes the initiative to solve a problem or drive more momentum to achieve a specific goal.

Process 40

Process Marketing Management Buyer Personas Gartner 40

Televerde

MARCH 14, 2018

Before you get to the call, keep their persona in mind. 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. It’s in their (and my) nature to be of service and make things easier or better. A CEO’s time is critical.

Network Marketing 78

Network Marketing Trust Marketing Buy Tactics 78

Apollo

OCTOBER 2, 2018

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. Defining specific personas is vital because, when it comes to engagement, different types of contacts require different types of messaging. Gatekeepers. Gatekeepers.

Profiling 40

Profiling Contacts Paid Search Agency Companies 40

Velocity Partners

JUNE 20, 2023

And zooming in on your ideal personas is a sure-fire way to make sure your marketing reaches the audience most likely to care (and therefore most likely to buy). When the pressure is on to drive more revenue quickly, narrowing your target audience may feel counterintuitive. Don’t rush. Survey your existing, most profitable customers.

B2B Marketing 86

B2B Marketing Urgency Marketing B2B Paid Search Agency 86

Velocity Partners

DECEMBER 13, 2023

And when both ABM and everyday marketing activities demand time and funding, isn’t it better to prioritize your best-fitting personas first? Decision makers and gatekeepers Who holds the purse strings? We get it, you have to build demand. But budgets aren’t getting bigger. Obviously, yes. Who wields indirect buying influence?

Ideal Customer Profiles 59

Ideal Customer Profiles Work Management Account Based Marketing Marketing Budget 59

PureB2B

JUNE 23, 2022

Therefore, it’s generally better to focus on your own Ideal Customer Profile and buyer personas as opposed to cookie-cutter categorization. Avoid the temptation to gatekeep key resources. But at the end of the day, the only types of buyers that really matter are the ones relevant to your business.

Top of Funnel 62

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

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

Adobe Experience Cloud Blog

FEBRUARY 15, 2017

Identify Your Personas. Once you have a good understanding of the vertical, start identifying your personas so you can map their buyer journeys and understand how they interact with the different touchpoints at each stage. How are they different from the personas in other segments?

Verticals 132

Verticals Work Management Lead Ranking Sales Qualified Leads 132

Madison Logic

JULY 20, 2023

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. Leveraging data to understand the personas that make up the buying committee makes it easier to understand whom to target and develop personalized content and messaging for them.

Buy 52

Buy Top of Funnel Account Based Marketing Multi-Channel 52

Adobe Experience Cloud Blog

APRIL 3, 2017

From there, map your accounts to different marketing personas to identify key stakeholders: decision-makers, influencers, and gatekeepers. This includes accounts that are likely to generate more revenue, look similar to your existing customers, and/or have a business need that your solution addresses.

Account Based Marketing 128

Account Based Marketing B2B Thought Leadership ABM Thought Leadership 128

Engagio

NOVEMBER 14, 2023

Instead, they are the result of a consensus among a buying group comprising diverse roles — decision-makers, influencers, gatekeepers, and end-users — each with a unique contribution to the final decision. This evolution stems from the realization that B2B buying decisions are seldom made by lone individuals or entire accounts.

Marketing AI 62

Marketing AI Account Based Marketing Peer-to-peer Marketing Automation Services 62

ClearVoice

SEPTEMBER 17, 2020

When content gatekeepers are productive and motivated, they feel inspired and engaged. New writers should have clear brand guidelines and messaging foundations, like personas and brand statements. The persona doc is solid, but I think sharing these real-world challenges will help the writer nail this one.”.

Process 110

Process Marketing Budget Creation SME Content 110

Televerde

MARCH 14, 2018

Before you get to the call, keep their persona in mind. 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. It’s in their (and my) nature to be of service and make things easier or better. A CEOs time is critical.

Network Marketing 40

Network Marketing Trust Marketing Tactics Buy 40

SmarkLabs

JANUARY 7, 2020

HubSpot ’s even outlined seven steps to take to get it up and running: Identify the buying center and personas. You didn’t think you’d be able to skip establishing your buyer personas , did you? Gatekeeper: The one who needs more convincing. How will you tailor your message to each persona?

Marketing Analytics Tools 59

Marketing Analytics Tools Top of Funnel Marketing Strategy Marketing & Strategy 59

ConvertKit

SEPTEMBER 14, 2020

Srini remembered who he was outside of his online persona. But this time, instead of building a persona, he built a community. Why am I concerning myself with the opinions of gatekeepers, whereas the people that matter here are my readers. He remembered he was more than his business or marketing success. Srini's homepage.

Opinions 77

Opinions Communities Creativity Television marketing 77

PureB2B

JANUARY 30, 2017

The leads who show more interest in your product/service offering and those who fit your ideal buyer persona will end up getting the highest scores. This has prompted a number of marketing professionals and experts to recommend qualifying sales leads according to: Buyer Personas. You don’t want to target audiences that aren’t relevant.

Lead Ranking 62

Lead Ranking Lead Scoring Sales Qualified Leads Effectiveness 62

PureB2B

JANUARY 30, 2017

The leads who show more interest in your product/service offering and those who fit your ideal buyer persona will end up getting the highest scores. This has prompted a number of marketing professionals and experts to recommend qualifying sales leads according to: Buyer Personas. You don’t want to target audiences that aren’t relevant.

Lead Ranking 67

Lead Ranking Lead Scoring Sales Qualified Leads Effectiveness 67

ClearVoice

OCTOBER 6, 2020

By “knowledge people,” we are talking about individuals who are the gatekeepers of company knowledge. Content audits are a tried-and-true way of identifying gaps and coming up with blog topics that cover any personas, buyer stages, or areas of the business you’ve been forgetting.

Planning 111

Planning Stats Creativity Paid Search Agency 111

SalesIntel

JANUARY 9, 2023

You then will layer on the titles and personas for the number of contacts you should start targeting. . SalesIntel has the most direct dial numbers, allowing your sales team to circumvent the gatekeeper and talk directly to decision-makers. What data do you need to go to market effectively, and does the provider have it?

Ideal Customer Profiles 52

Ideal Customer Profiles B2B Sales Advertising Agencies Marketing Budget 52

B2B Marketing Insights - WE

MAY 3, 2018

Your B2B buyer persona is a critical element of supply chain marketing efforts, particularly for inbound marketing. According to Marketing Insider Group, 93% of companies who exceed lead and revenue goals segment their database by buyer persona. Creating a persona that’s helpful requires a fair amount of solid research.

Buyer Personas 40

Buyer Personas B2B Ideal Customer Profiles B2B Sales 40

Hubspot

DECEMBER 23, 2022

This allows you to use the “Persona Lookalike” functionality that suggests prospects based on your ideal client persona. What we love: With Tami, users can skip the gatekeepers and go straight to the correct points of contact. Prospect monitoring functionality. This alerts you of job changes, funding news, and hiring decisions.

Enterprise Management 72

Enterprise Management Ideal Customer Profiles Work Management Marketing Management 72

Terminus

MAY 3, 2021

Beyond alignment, tailoring messaging to personas is important in serving target accounts. My inbox was blowing up every other day from our sales team getting another meetings or getting past a gatekeeper,” Jennifer said. . When there’s no alignment between sales and marketing, that’s when ABM fails. Great Campaigns = Great Results.

Account Based Marketing 26

Account Based Marketing ABM Paid Search Agency Companies 26

Hubspot

JULY 10, 2019

If you’re not properly targeting your buyer persona, your promotions and advertisements will likely fall on deaf ears. A strong B2B digital marketing strategy starts with defining your target audience, or buyer persona. The biggest determinant of effective marketing, however, is your audience. You might as well not be marketing at all.

Paid Content 101

Paid Content B2B Marketing Work Management Marketing Management 101

Content Standard

JANUARY 3, 2019

The gatekeepers still decide when to share content with audiences, even if a message is meant to be more beneficial than promotional. That’s because community members are living the life of your target persona. Addressability. The trouble with traditional advertising and even social media marketing is the lack of addressability.

Communities 76

Communities Peer-to-peer Brand Identity Branding 76

Hubspot

OCTOBER 5, 2017

Prospects: Leads become prospects if they are qualified as potential customers, meaning that they align with the persona of our target buyer. Gatekeeper: Person in charge of communicating or preventing information from reaching a decision-maker; for example, receptionists or personal assistants. Does it fit our buyer persona?

Budget Programs 99

Budget Programs Top of Funnel Tools Work Management 99

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. Targeting Specific Audiences Blogging enables you to create content tailored to specific target audiences or buyer personas. This targeted approach improves lead quality.

Lead Scoring 65

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

SalesIntel

JANUARY 10, 2024

You then will layer on the titles and personas for the number of contacts you should start targeting. SalesIntel has the most direct dial numbers , allowing your sales team to circumvent the gatekeeper and talk directly to decision-makers. Free Trial 2. What data do you need to go to market effectively, and does the provider have it?

Ideal Customer Profiles 40

Ideal Customer Profiles B2B Sales Advertising Agencies Marketing Budget 40

LEADership

NOVEMBER 26, 2013

There are many influencers, cheque signers and gatekeepers involved. Lack of persona targeting with social media and content marketing : Yes, social media is hot, content marketing is hot, inbound marketing is hot…but that does not mean you do all of this without an integrated marketing strategy.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Sales Qualified Leads High Quality Lead 40