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. They do more then simply suggest "thinking of them" once in a while when a client meets someone that needs the hunters product or service.

Gate keeper

Partners in Excellence

AUGUST 19, 2013

If you make products, you have a VP of Engineering/Development, a VP of Manufacturing, and so forth. So if we really want to find our what our customers do, if we want to try to walk in their shoes, make an appointment with the person who has the same title or holds a similar job in your company. What about gate keepers? (You

Gate keeper

SalesLoft

OCTOBER 1, 2014

Take a stab at how many meaningful interactions it will take to set up a qualified appointment or demo. Pains, problems and challenges that make these companies interested in your product. Don’t be afraid to ask great clients to share your product. This puts you in the range of 12-20% meaningful interactions every week.

Gate keeper

SBI

MARCH 19, 2013

Hard skills include such things as effective cold-calling, presentation skills, overcoming objections, skillful questioning, getting past the gate-keeper, negotiation skills, how to sell value, qualifying prospects, and closing techniques. Inability to get a 2nd appointment: Not able to convert enough prospects into opportunities.

Gate keeper