Partners in Excellence

APRIL 2, 2012

We struggle to get customers to see us. There are hundreds of blog post, articles, training programs, and other sources that offer ideas in getting customers to respond to our emails or calls. Hundreds on getting meetings with customers. ” It seems customers have an equal number of techniques to avoid meeting with us.

Gate keeper 104

Gate keeper Customers Technique Meeting 104

Anthony Cole Training

NOVEMBER 12, 2012

Gets Introductions from Customers and Network - Getting introductions doesn't sound like hunting but it is a by-product of the hunting activity of asking for introductions. Has NO Need for Approval - This individula get's past gate keepers and has a very powerful message to deliver to the prospect.

Gate keeper 159

Gate keeper Objectives and Key Results Appointment Networking 159

Partners in Excellence

AUGUST 19, 2013

As sales professionals, we’re supposed to really understand our customers-their markets, industries, businesses, functions–and their jobs. We can read about “CFO’s”, if those are our target customers. Without actually doing the job, how do we better understand what our customers do?

Gate keeper 109

Gate keeper Customers Manufacturing Appointment 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). High-Profit Prospecting addresses everything from email, social media, to gate keepers, referrals and more.

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. Many of the decisions our customers are making are very difficult decisions. For the customer, a bad decision could cost their job or have serious adverse impact on company performance.

Gate keeper 107

Gate keeper Manufacturing Pipeline Networking 107

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). High-Profit Prospecting addresses everything from email, social media, to gate keepers, referrals and more.

Gate keeper 83

Gate keeper Sales Pipeline Up-sell 83

SalesLoft

OCTOBER 1, 2014

Determine Your Ideal Customer Profile. You need to know what to say when you get a prospect on the phone, reach a gate keeper, or go straight to voicemail. Take a stab at how many meaningful interactions it will take to set up a qualified appointment or demo. At Salesloft, this number hovers around 40%. Company industry.

Gate keeper 52

Gate keeper Process Appointment Cold Call 52