The Founder Interview Series #29: Lynn Richardson and Brian Richardson, GateKeeper Systems

Webbiquity

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.

The B2B Sales Rep’s Guide to Getting Past Gatekeepers

Zoominfo

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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Cold Calling Guidelines for Practical and Actionable Prospecting

Zoominfo

Be upfront and transparent with your prospects. 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).

How to Get Through the Gatekeeper & Raise Brand Awareness Using Marketing Automation

Lead Liaison

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.

Sales Intelligence: What to Expect When You’re Prospecting

Zoominfo

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. You can then have a deliberate, thoughtful approach to prospecting into those accounts and contacts.

Of the 3 Sales Prospecting Attitudes, 2 Guarantee Failure. Which One Do You Have?

The Forward Observer

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. Do you also hate and dread prospecting, as much as I do? In the book he explains that the number one reason for failure in sales is a failure to prospect. So while there are technical barriers to breaking through in prospecting, there is one much bigger challenge.

B2B Reads: Business Storytelling, Human Touch, and Video Lead Scoring

Heinz Marketing

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?

Appointment Setting Amongst the Journey of Strategic Prospecting

TrueInfluence

If this blog started with the premise of how important appointment setting to strategic prospecting, your initial reaction would rightly be along the lines of “duh”. However, the attempt will be made to bring new ideas, concepts, and reinforcements of how sales and marketing can work together to make appointment setting magic within your strategic prospecting initiatives. Methods of Prospect Contact: • 4.43% of email recipients mark emails as spam based only on the email address.

How to Identify Prospects: Decision Makers, Gate-keepers and Influencers

MarketJoy

How to Identify Sales Prospects. Getting intel on who genuinely makes the purchasing decisions in a company is the holy grail of prospecting, and sometimes means working with – or through – the other categories. 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. ProspectsShare. Get a Free Quote. contact-form-7].

The Ultimate Guide to Sales Prospecting: Tips, Techniques, & Tools to Succeed

Hubspot

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?

B2B Marketing Needs One Giant Step…Backwards

Marketing Craftmanship

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.

B2B Content Marketing: How To Get Your Prospects To Love You

The Forward Observer

This space was normally rented from a gatekeeper that could control access and exposure. To get attention, marketers need remarkable content to move their prospects through the traditional steps of awareness, interest, desire and action. Your prospects don’t care much about you; they care more about what you can do for them. Instead, focus on the problems your prospects are facing and how you can help them. 1 piece of content that moves your prospect to the lead stage.

How to Use Sales Multi-Threading to Your Advantage

Zoominfo

Hitting an early impasse with a prospect is an age-old sales dilemma. “I Gatekeepers have the title of buyer or purchasing manager. If a cold call results in a prospect taking a meeting, I always ask: Who on your team would feel left out if they weren’t a part of this meeting?

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Creative Cold Calling: Make Your Prospect Smile by Changing Your Intent

Outreach

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? Cold calls can inform buyers, engage gatekeepers, close deals, identify decision makers, and. Prospects. And yes, you can tickle your prospect’s funny bone—but only if you approach cold calls with a new mindset. in-depth prospect research) and being creative.

Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

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? While ensuring data quality is the responsibility of a good data provider, ultimately the end user is affected – plus everyone involved downstream, such as prospects.

3 Questions to Ask to Get to the Decision Maker

Sales Intelligence View

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. These 5 questions will help you navigate the infrastructure of a prospective customer to get you to the person or group that makes the decisions on buying. Another way to get past the gatekeepers is to mention the head of the department to whom you are selling.

The 5 Top Media for Cold Prospecting

Pointclear

The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail. prospective business buyers in just about every category can be found through the mail, even for obscure products or highly targeted niches. Business mailers generally prefer enveloped mail for cold prospecting, whether it is inside a #10 business size envelope or 6 x 9 inch or larger package.

Sales Tips for Prospecting: How to Email, Attract and Call Prospects (Part 2 of 3)

Sales Intelligence View

How can you improve your sales prospecting results? Based on key points from my presentation, I started a blog series on sales prospecting and below is Part 2 with Tips #4-6. Rather than cold calling first, inform your prospect that you plan to call during a certain time frame. This helps you both to prepare and respond effectively through a number of beneficial action steps, as shown below: Action Steps For Your Prospect. TIP #5 : Attract Prospects.

The Networker's Dream

The Effective Marketer

How do you get pass that low level gatekeeper and get an introduction to the real decision maker at the company? Reply Daniel Kuperman says: November 5, 2009 at 8:49 am @darren, I know what you mean… the price is indeed a big obstacle unless you are trying to network like crazy or you’re in sales and rely constantly on introductions to meet prospects.

The Real Cost of List-Building: Buy or Build Your Own?

DiscoverOrg

According to a CSO Insights survey, 82% of sales teams feel challenged by the amount of data available and the time it takes to research a prospect before making a call. According to a CSO Insights survey, 82% of sales teams feel challenged by the amount of data available and the time it takes to research a prospect before making a call. Through their direct contact with prospects and customers they have access to insights that others do not.

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3 Ideal Contact Profiles for a Saas Company

Apollo

Gatekeepers. Gatekeepers. Account Based Sales Prospecting Sales OpsLooking 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).

Improve Your B2B Sales Process with Company and Contact Data

Zoominfo

This shift led to the intertwining of concepts and phrases like technographic data, sales intelligence, sales enablement, and sales prospecting tools. Consider contact and company data to be any data points you’d need to get in touch with the right prospects at the right time. Bypass gatekeepers. Secretaries, administrative assistants, and phone operators are often referred to as gatekeepers in the world of sales.

20 Awesome Sales Posts You Should Read

Sales Intelligence View

How to Bypass the Gatekeeper - Joanne Black; No More Cold Calling . Ever Wondered About the Secrets to Prospecting Success? Filed under: Prospecting , Sales 2.0 Tagged: b2b sales , Sales 2.0 , sales prospecting. Prospecting Sales 2.0 b2b sales sales prospectingby Éole. Often times salespeople fall into a rhythm where sales seem to come their way with nearly every call they make or potential client that comes their way.

7 Ways Marketing Can Empower Sales

eTrigue

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

[VIDEO] Whiteboard Wednesday: Increase Retention in Sales – with Data (Steve Waters)

DiscoverOrg Sales

But you’ll have to call through the switchboard, so you’ll get a gatekeeper whose job is to make sure that you’re not going to waste that decision-maker’s time. So you call 1-800 numbers, you call through company directories, you get gatekeepers and switchboards. Welcome to another Whiteboard Wednesday, hosted by Steve Waters , DiscoverOrg’s Director of Sales.

8 Ways to Increase Sales

Sales Intelligence View

Leveraging traditional sales drivers and trigger events you are aware of, you will know which prospects have a much higher percentage of closing. Most sales people on average spend 10hrs a week researching prospects. By leveraging technology and sales intelligence you can cut that amount of time in half and free up some of that precious time to be talking to prospects and customers and sell more. Trigger events that effect your prospects and customers.

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10 SDR Techniques to Level Up Your Contact Rate

Televerde

Reaching out to prospects can be tiring and sometimes annoying. 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. More often than not, prospects respond with “not now,” which opens the door for our SDRs to ask what their hesitation is and they can plan a more tailored follow-up for the prospect.

3 Ideal Contact Profiles for a Saas Company

Apollo

Gatekeepers. Gatekeepers. Account Based Sales Prospecting Sales OpsLooking 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).

7 Strategies to Convert More Leads with Less Time and Money

Marketing Insider Group

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. Everyone wants to convert more leads.

How To Lead With Customer-Focused Content

Tony Zambito

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.

10 SDR Techniques to Level Up Your Contact Rate

Televerde

Reaching out to prospects can be tiring and sometimes annoying. 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. More often than not, prospects respond with “not now,” which opens the door for our SDRs to ask what their hesitation is and they can plan a more tailored follow-up for the prospect.

The components of a successful B2B telemarketing call

Sales Lead Insights

Outline techniques in the training session on how to get past the assistant or executive gatekeeper by showing that their call is important to the assistant’s boss. While they are uncovering the prospects’ needs, the telephone marketer is also building the case for the prospect to meet with the sales staff. It is here in the training that the new employee must learn how to handle prospects objections and generate real leads.

A B2B Sales Rep’s Guide to Selling to the C-Suite

Zoominfo

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. Stay relevant to what your prospects do, need, and hope to achieve.

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Why You Need to Grow Your #OutboundSales Business

Sales Intelligence View

Outbound prospecting refers to a sales technique representatives use to hunt down prospects, rather than wait for prospects to come to them. Most B2B sales organizations mandate that reps spend a percentage of their time prospecting because outbound can significantly increase your sales pipeline. Outbound prospecting is one of the quickest ways to determine in which market segment you find the most success.

[VIDEO] 3 Steps to Create a Winning Value Proposition

DiscoverOrg Sales

This is an important principle to understand when you’re selling to a prospective buyer: They’re going to be evaluating a number of different providers in the process, and they’re going to be providing a number of different value stories. Let’s take a very poor example of communicating a problem: “Joe, your sales reps are spending too much time researching their prospects.” That’s what the prospect’s going to remember at the end.

Video 59

How to Accelerate a Close

Sales Intelligence View

It’s also worth it to frame out exactly how much money your prospect will save if they buy right now. Contact the prospects in your forecast for future closes. Going back and forth between your main contact keeps the deal familiar and professional, but when you can’t afford to wait around for gatekeepers to get to your name on a list of things to do, take action to move yourself to the top of that list. Confirm prospects’ schedules. Instill fear in your prospects.

How to Write Sales Cold Calling Scripts Using Data

Zoominfo

So unless you have your prospect’s direct contact info , you’re likely to have to deal with a gatekeeper receptionist. So whatever you pitch to your prospect needs to work for their purchase-savvy staff.