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: 

The macro-economic context is likely to have a significant influence on B2B technology purchases over the next 18 months. Here are several ways in which it may impact these purchases:

We often speak about lead generation for software companies and how to build a solid pipeline of qualified opportunities, but what happens when those leads are passed on to sales? This article focuses on the importance and often vital role that product demos play in a software sales cycle.

Everyone’s curious about ChatGPT and trying out all kinds of queries to test the technology.  We decided to ask it to write an article about ISV Marketing and this is the result…

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.