Have you ever tried calling a decision-maker only to get blocked by a Gatekeeper? Well, you are not alone. Many people who try B2B cold calling get stuck because they don’t know how to get past Gatekeepers, the first people who pick up the phone and whose job it is to filter important calls from the unimportant ones. There is a plethora of reasons why callers get stuck at this stage including:
In this episode, Liz interviews Alisa Manjarrez, Managing Director of Stories Bureau and an expert on B2B podcasts. If you’re exploring including podcasts in your marketing strategy, tune in!
William Philipps, one of MediaDev’s Senior Lead Generation and Social Selling Executives, gives his insight on using market intelligence to enhance sales outreach to generate more (and better quality) leads.
In this episode, Liz addresses why you need to stop counter-arguing prospects even if as sales professionals, we’ve all been taught why it’s important to list out some of the main reasons for negative and make sure that we’re able to effectively counter-argue those. She also gives tips and examples on how to continue the conversation even after you get a no. Listen in.
I spend a decent amount of my time each day on business development. Getting our message out into the world so that we can serve more customers is big part of my mission. When I look at our wins and our losses, I realize that I have bumped up against one reason in particular why people don’t want to give us a try that I just had to address.
