A Sales Guy

SEPTEMBER 15, 2016

6) The Challenger Customer – CEB. Our customers buying process is going through dramatic change. The Challenger Customer is a fantastic follow up on it’s predecessor, The Challenger Sale (on the first list). 9) The Perfect Close — James Muir. Many of you know my thoughts on closing.

Gate keeper 167

Gate keeper Sales Pipeline Up-sell 167

Partners in Excellence

OCTOBER 22, 2014

We talk about gate keepers, influencers, recommenders, technical buyers, financial buyers, and any other label we can find. of forecast deals actually close (in a win or loss). Many of the decisions our customers are making are very difficult decisions. Customer Decisionmaking, Like Herding Cats. No Decision Made!!

Gate keeper 109

Gate keeper Manufacturing Pipeline Networking 109

A Sales Guy

SEPTEMBER 15, 2016

6) The Challenger Customer – CEB. Our customers buying process is going through dramatic change. The Challenger Customer is a fantastic follow up on it’s predecessor, The Challenger Sale (on the first list). 9) The Perfect Close — James Muir. Many of you know my thoughts on closing.

Gate keeper 83

Gate keeper Sales Pipeline Up-sell 83

SalesLoft

OCTOBER 1, 2014

Determine Your Ideal Customer Profile. The best way to determine these is to take an export from your CRM of the closed won opportunities, fill out the demographics, and rank them. You need to know what to say when you get a prospect on the phone, reach a gate keeper, or go straight to voicemail. Company industry.

Gate keeper 52

Gate keeper Process Appointment Cold Call 52

ConversionXL

JUNE 16, 2015

It’s analytical, it’s science, its creativity, its technical, its collaboration, its dealing with ambiguity, its building the bridges, it’s project [inaudible 00:01:10], it’s everything, above all, its voice of customer. By keeping our ears to the ground via AB testing, we are honored what a customer truly wanted.

Objectives and Key Results 102

Objectives and Key Results Launch Drivers/motivators Gate keeper 102

Veloxy

APRIL 5, 2022

Gate keepers. Hot calling can refer to the use of non-phone, non-voice outreach channels to establish initial correspondence with a prospect, lead, or customer before calling. Lastly, the term hot calling is used to demonstrate the rate of engagement success, whether that be in connect rates, callbacks, or close deals.

Cold Call 234

Cold Call Gate keeper Outside Sales Inside sales 234

Heinz Marketing

AUGUST 20, 2018

But it is a really different type of customer to try to market to. It’s not your traditional B2B tech customer that I know a lot of your listeners and myself are used to marketing into. But we all have experiences in previous roles as well, that that one persona, called the gate keeper.

Gate keeper 44

Gate keeper Pipeline Non-Profits Sales 44