Zoominfo

JULY 18, 2022

They often maintain a small army of people to deal with all these demands, which means that the best way to approach a CFO is getting in touch with and gaining the confidence of these gatekeepers. To get a CFO’s attention, it’s helpful to research their significant priorities. Keep this in mind as you begin your research.

Work Management 130

Work Management Marketing Management Urgency Marketing Social Media 130

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. Spend less time searching and more time selling.

B2B Sales 193

B2B Sales Contacts Process Paid Search Agency 193

Only B2B

MAY 13, 2022

The next stage in the process is to research your prospects and their business. Gather your personalized script, as well as any research or audience segmentation data, before calling prospects to persuade them to offer you The Golden Ticket. There are three techniques to gain favour with gatekeepers: 1. Lay The Foundation.

Top of Funnel 118

Top of Funnel Marketing Proposals B2B Sales Budget Programs 118

DiscoverOrg

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.

ROI 224

ROI Sample Demand Generation Agencies B2B Sales 224

Marketing Craftmanship

JANUARY 27, 2015

The marketing profession has a reputation for sometimes using less than reliable market research to promote a point of view. Research integrity was an issue long before the internet became the platform for content marketing. Our very thin D&O liability research was a rare and risky exception…and perhaps a sign of things to come.

Research 100

Research Content Marketing Work Management Paid Search Agency 100

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

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

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). How does your product or service fit into their operation?) Practice your cold calling script.

Cold Calling 264

Cold Calling Guidelines Practices B2B Sales 264

Marketing Insider Group

AUGUST 21, 2023

However, there is still untapped potential in this field as the impact of AI-powered sentiment analysis continues to be a research-heavy topic. CX leaders have only scratched the surface of its capabilities. Companies should keep in mind that leveraging AI-powered sentiment analysis doesn’t take humans out of the equation.

Marketing AI 192

Marketing AI Marketing & Strategy Top of Funnel Resource Management 192

Only B2B

AUGUST 21, 2023

Reaching decision-makers, handling gatekeepers, and capturing attention in an oversaturated market can be daunting. Dealing with Gatekeepers and Reaching Decision Makers Gatekeepers can be formidable obstacles. Craft strategies to navigate gatekeeper interactions and reach decision-makers directly.

Sales Qualified Leads 62

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

Zoominfo

JULY 29, 2020

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. B2B companies receive countless sales calls, which are usually filtered through an operator or phone system. Seem a bit broad? It is to an extent.

Cold Calling 240

Cold Calling Zoominfo Work Management B2B Sales 240

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

LeanData

OCTOBER 6, 2022

Today’s RevTech buyer will visit software review sites, speak with peers, and research, research, research. Since the journey is buyer-led, sellers need to make the research experience easy. Don’t make the sales team gatekeepers of information your buyers want. . #2 2 Offer access to your platform pre-purchase.

Peer-to-peer 98

Peer-to-peer Buyer's Journey Blast Campaigns Gartner 98

DivvyHQ

MARCH 17, 2021

Like it or not, Google is a significant gatekeeper in the success (or failure) of many business who rely on website traffic for sales. So, it's obviously imperative for companies to understand how Google determines ranking positions. It really comes down to two things: content and links.

Content 95

Content Traffic Google Positioning 95

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

SalesGrape

DECEMBER 3, 2023

Conducting thorough research on each audience segment allows telemarketers to craft personalized messages that resonate with their specific challenges or goals. For example, targeting GPs in a particular region who may be interested in new medical equipment can yield better results than casting a wide net across all healthcare professionals.

Telemarketing 80

Telemarketing Marketing Management Lead Scoring Lead Ranking 80

Martech

APRIL 15, 2022

based researcher Anastasia Shuba, will be published in June (a draft version is available ). The researchers also found evidence of app makers engaging in fingerprinting of users, collecting device and usage data to create a unique identifier to track the user, through the use of server-side code. Proof of continued tracking.

Privacy Protection 91

Privacy Protection Privacy Cost Ad Frequency 91

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

Biznology

SEPTEMBER 29, 2016

According to current research in the subject, brands are essential to a well-orchestrated content marketing performance suggesting that “pull” has gained favor. The aforementioned research goes on to assert that brands actually matter less with long form content because it is deeper and more engaging.

Brand Identity 80

Brand Identity Branding B to B Ad Exchange 80

DiscoverOrg

APRIL 14, 2017

Your sales team is doing double duty: They’re selling to the leads delivered by your marketing department—and they’re de facto researchers. Very, very expensive researchers. Should they actively research and source sales intelligence? Sales Teams Shouldn’t be Frontline Researchers. Cost of Hiring a Research Team.

Cost 208

Cost Lead Ranking Buy Ad Building 208

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.

Account Based Marketing 229

Account Based Marketing Ideal Customer Profiles ABM Zoominfo 229

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

Salesforce Marketing Cloud

SEPTEMBER 26, 2023

You’ve done your customer research, made prospecting calls, and connected with a potential buyer. Your primary deal contact connects you with decision-makers Most B2B sales conversations happen with a “gatekeeper” — that initial contact who’s in charge of weeding out product or service options for a higher-up.

Buy 119

Buy Work Management Buyer Personas Ideal Customer Profiles 119

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

Savanta

MAY 15, 2017

With the plethora of DIY research tools on the market nowadays, every man and his dog reckons they’re a market researcher. Well, in truth it’s rather difficult and that’s why the world has been flooded by a tidal wave of crap research. Business to business decision makers are often hard to reach or protected by gatekeepers.

Business to Business 136

Business to Business Customer Surveys Business Opinions 136

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

Savanta

MAY 15, 2017

With the plethora of DIY research tools on the market nowadays, every man and his dog reckons they’re a market researcher. Well, in truth it’s rather difficult and that’s why the world has been flooded by a tidal wave of crap research. Business to business decision makers are often hard to reach or protected by gatekeepers.

Business to Business 120

Business to Business Customer Surveys Business Opinions 120

Marketing Craftmanship

JANUARY 20, 2017

The marketing profession has a reputation for sometimes using less than reliable market research to promote a point of view. With very little expectation that such shoddy market research would qualify for exposure in the financial press, and dreading inquiries from journalists asking about our research methodology, the press release went out.

Paid Search Agency 100

Paid Search Agency High Quality Lead Content Press 100

Outreach

DECEMBER 19, 2018

Cold calls can inform buyers, engage gatekeepers, close deals, identify decision makers, and. in-depth prospect research) and being creative. 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.

Cold Calling 84

Cold Calling Creativity Intent Impressions 84

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.

Advertorials 80

Advertorials Brand Identity Branding Paid Search Agency 80

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.

Paid Search Agency 120

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

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.

Paid Search Agency 120

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

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

DiscoverOrg

APRIL 25, 2017

The rest of the time, they’re hunting prospects LinkedIn; trying to get past gatekeepers on the phone, only to be transferred around phone trees … or dialing wrong numbers. When all’s said and done, quality lists lead to a 50% reduction in research time. Historically, salespeople spend just 33% of their day selling.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

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

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. Decision makers and gatekeepers Who holds the purse strings? Who wields indirect buying influence?

Ideal Customer Profiles 59

Ideal Customer Profiles Work Management Account Based Marketing Marketing Budget 59

Madison Logic

JULY 20, 2023

When the committee comes together, they must share and align their research to make a unanimous purchase decision. 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.

Buy 52

Buy Top of Funnel Account Based Marketing Multi-Channel 52