Decision Maker and Gatekeeper - Sales Pro Central

How to Reach Decision Makers Every Time

No More Cold Calling

JULY 13, 2021

A referral is the best way to get a meeting with the decision maker. There are two parts to the sales process: Part One: Getting meetings with decision makers. You get an introduction to your prospect, and you get a meeting with the decision maker. Why It’s So Hard to Reach Decision Makers.

Decision Maker

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead

3 Tips To Ensure You’re Selling To The Decision Maker

MTD Sales Training

OCTOBER 5, 2018

You also get to hear about the stages they go through in making decisions, and allows the person to still keep face if they aren’t the main protagonist. If you find the person you’re talking to isn’t the main decision-maker, you can still carry on the discussion, but be careful with how you progress. Happy Selling! Sean McPheat.

Decision Maker

Decision Maker Gatekeeper Face-to-face Influencer

Learn How to Get the Gatekeeper on Your Side

No More Cold Calling

FEBRUARY 15, 2018

Getting past the gatekeeper shouldn’t be so daunting. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? The dreaded gatekeeper. The Gatekeeper Is Not the Enemy. The goal is reaching the right person, which means getting past the gatekeeper. in my Referral I.Q.

Gatekeeper

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How To Get Past Gatekeepers

MTD Sales Training

OCTOBER 16, 2017

The Gatekeeper : the secretary, receptionist or personal assistant, whose job it is to “screen” your call and stop you from talking to the decision maker. We all understand the importance of talking to “The Decision Maker”. Understand that gatekeepers are important and powerful and play a pivotal role in business.

Gatekeeper

Gatekeeper Decision Maker How To Face-to-face

How Do I Get Past the Gatekeeper?

The Sales Hunter

MAY 28, 2019

If there is one type of person every salesperson has more than a few pain-filled stories about, it is the gatekeeper. You don’t have to think that the gatekeeper is the person waking up in the morning with the sole intent to keep you out. Let’s first look at who is the gatekeeper. I’ve experienced my share of this too.

Gatekeeper

Gatekeeper Decision Maker Call-back Follow-up

The B2B Sales Rep’s Guide to Getting Past Gatekeepers

Zoominfo

MAY 6, 2018

Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. These professionals have the job of screening calls, deciding what’s important, and ultimately, who gets through to their boss—the decision maker. Essentially, gatekeepers hold the key to B2B sales success.

Gatekeeper

Gatekeeper B2B Decision Maker Cold Calling

How To Get Past the Gatekeeper

The Sales Hunter

AUGUST 20, 2019

You make the call and boom, you’re blocked by the gatekeeper. First off, remember that the gatekeeper is only doing their joy by guarding the gate. Video: How Do I Get Past the Gatekeeper: You handle each one totally different, but it’s determined quickly which category they fall into. We’ve all been there.

Gatekeeper

Gatekeeper Decision Maker How To eBook

How To Double Your Sales Pipeline in 30 Days

Understanding the Sales Force

MARCH 31, 2025

Switchboards and personal gatekeepers have mostly gone away so you can access decision makers much more easily than in the old days. Today, there are sales intelligence tools that provide us with direct lines and phone numbers to your contacts’ cell phones.

Pipeline

Pipeline How To Cold Calling Inbound

Two Simple Words to Open More Doors—and Close More Sales

Mr. Inside Sales

MARCH 6, 2021

This may sound elemental, but I rarely hear sales reps use it when speaking with gatekeepers. Try it this week and watch yourself get further with gatekeepers than you ever have. When a gatekeep puts you through, say thank you. And watch how much further you get with gatekeepers! The second word is, “thank you.”.

Gatekeeper

Gatekeeper Closing Face-to-face Decision Maker

Spectacular Summer Sale!

Mr. Inside Sales

JULY 20, 2021

This powerful CD (or MP3 Download) will instantly improve your ability to: • Get past gatekeepers. Connect with decision makers easier. Click Here to read about the program. Click this special link to make a purchase. Qualify prospects better and learn their buying motives. Give better demos and presentations.

Gatekeeper

Gatekeeper Decision Maker Face-to-face Licensing

How to Find Decision Makers and Drive B2B Sales Success

eGrabber

APRIL 9, 2025

Sales professionals must know how to find decision makers and not waste time contacting anyone at a company. The people who make decisions in companies hold the authority to purchase and set the companys strategic course. Knowing who the decision makers are and how to find them is essential for any strong B2B sales strategy.

Decision Maker

Decision Maker Ideal Customer Profile B2B Account Based Marketing

How to Sell to Decision-Makers & Influencers, According to Sales Leaders

Hubspot Sales

APRIL 2, 2021

Some are influencers that speak to the decision-makers and convince them to go in either direction, while others hold the final say on decisions. In this post, we’ll explain how to identify sales leads you may be in conversation with, and give insight from expert sales leaders on how to sell to decision-makers and influencers.

Decision Maker

Decision Maker Influencer Gatekeeper How To

5 Closing Questions You Need

Mr. Inside Sales

JULY 30, 2021

If you found this article helpful, then you’ll love Mike’s eBook, “The Complete Book of Phone Scripts” with over 130 pages of powerful and effective scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more money! Happy Selling! ON DEMAND SALES TRAINING THAT GETS RESULTS!

Closing

Closing Gatekeeper Face-to-face Decision Maker

3 Keys to Successfully Dealing with Influencers

Mr. Inside Sales

OCTOBER 25, 2021

Influencers are key to both getting through to decision makers, and to eventually making a sale. If it’s true that the influencer has to show this or present this to the decision maker, then they had better be sold on it themselves, right? Set a follow up call after they have pitched the decision maker.

Influencer

Influencer Decision Maker Face-to-face Gatekeeper

Shortcuts Salespeople Should Never Take, According to Experts

Hubspot Sales

APRIL 9, 2025

Relying On a Single Point of Contact Theres an average of five decision-makers involved in the sales process today. Trying to Go Around the Gatekeeper Some salespeople try to avoid the gatekeeper at all costs. However, the gatekeeper doesnt need to be your enemy in fact, he can be your ally.

Gatekeeper

Gatekeeper Decision Maker Ideal Customer Profile Real Estate

How to Get Past the Gatekeeper, According to Sales Reps

Hubspot Sales

OCTOBER 5, 2021

Sales development representatives and gatekeepers. only to get stopped by a gatekeeper. Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to make a sale. Simba and Uncle Scar. Let's dive in.

Gatekeeper

Gatekeeper Decision Maker How To Cold Calling

It’s a great time to start upgrading your clients

Sales 2.0

APRIL 23, 2020

Here are some areas in your sales approach that may need to change in order for you and your team to sell to enterprise accounts: Training your sales people to sell in a more complex environment, with more decision-makers, and gatekeepers evaluating the details of your product Ensuring your sales people are able to hold business conversations in enough (..)

Enterprise

Enterprise Enterprise Penetration Gatekeeper

“I Need to Think About It.”

Mr. Inside Sales

APRIL 23, 2021

Unlimited License: One to 100 reps can attend for one low price!

Face-to-face

Face-to-face Gatekeeper Decision Maker Licensing

5 Tips for Getting Past the Gatekeeper

Janek Performance Group

FEBRUARY 16, 2022

Without question, gatekeeper is the most intimidating designation in sales. But they are the frontline against salespeople and others who seek a decision maker’s time. Often, if the gatekeeper doesn’t like you, you’re not meeting the VIP you need, let alone presenting a pitch. It’s also useful with gatekeepers.

Gatekeeper

Gatekeeper Decision Maker Influencer ACT

Stop Jumping Through Hoops to Get a Sale

Mr. Inside Sales

MARCH 17, 2023

And, if they are an influencer collecting information, then: “What is the timeline of the (decision maker) to put something like this to work for them?” And, to qualify the influencer: “How do you get involved in the decision process?” Does the (decision maker) take your suggestions/advice?”

Decision Maker

Decision Maker Face-to-face Gatekeeper Licensing

Our Award-Winning Article

Mr. Inside Sales

DECEMBER 12, 2020

Then: “And also, I’m not the decision maker on this, I’m just an influencer. Key #2: When he says, “I’m just an influencer—not the decision maker,” I would have again addressed it right then by saying: “Thanks for letting me know. After this, I have to take this back to the board and let them know what I think.”.

Decision Maker

Decision Maker Face-to-face Call-back Gatekeeper

Best Way to Spend the Fourth of July

Mr. Inside Sales

JUNE 30, 2024

Imagine: for less than $18 you can suddenly fly past gatekeepers, overcome initial resistance statements from prospects, and qualify leads so you’ll know exactly how to close them! And all it takes is a little bit of effort, time, and a tiny amount of money. Unlimited License: One to 100 reps can attend for one low price!

Gatekeeper

Gatekeeper Face-to-face Sales Qualified Lead Decision Maker

One Simple Technique to Learn Buying Motives

Mr. Inside Sales

NOVEMBER 16, 2020

Unlimited License: One to 100 reps can attend for one low price!

Motivation

Motivation Face-to-face Gatekeeper Decision Maker

Sales Reps Not Closing Sales? Try This

No More Cold Calling

JULY 29, 2021

Bypass the gatekeeper and score meetings with decision-makers every time. Only one kind of lead that sales managers should care about. And that’s referral leads. When you source referrals from trusted colleague and clients, you: . Pre-earn trust because your buyer’s trust in your mutual contact gets transferred to you.

Closing

Closing Sales Qualified Lead Lead Scoring Lead Rank

Less is More in Sales

Mr. Inside Sales

JUNE 11, 2021

Unlimited License: One to 100 reps can attend for one low price!

Face-to-face

Face-to-face Gatekeeper Decision Maker Licensing

Would you nominate me?

Mr. Inside Sales

MAY 15, 2020

Unlimited License: One to 100 reps can attend for one low price!

Face-to-face

Face-to-face Gatekeeper Decision Maker Licensing

5 Questions for Influencers

Mr. Inside Sales

MARCH 22, 2021

More and more these days, decision makers hid behind their assistants or other influencers. Many sales reps get frustrated by this and often try to get past these very important people, thinking that only the decision maker is worth talking to. Big mistake. Unlimited License: One to 100 reps can attend for one low price!

Influencer

Influencer Decision Maker Face-to-face Gatekeeper

Overcome Call Reluctance Today!

Mr. Inside Sales

JANUARY 8, 2021

Unlimited License: One to 100 reps can attend for one low price!

Face-to-face

Face-to-face Cold Calling Gatekeeper Decision Maker

Why You Should STOP Cold Calling Immediately (2020 Update)

No More Cold Calling

DECEMBER 6, 2019

Garbage!

Cold Calling

Cold Calling Social Media Telemarketing Referrals

How to Pitch Multiple Products

Mr. Inside Sales

JULY 6, 2021

Unlimited License: One to 100 reps can attend for one low price!

Face-to-face

Face-to-face How To Pivotal Call-back

Assumptive Questions: The Quick Way to Improve Your Selling Skills

Mr. Inside Sales

JUNE 7, 2024

I’ll get you started: For the Gatekeeper: Closed ended: “Is _ available?” (or—“Can If you would like to instantly improve your selling skills—and so your open and close rate—you can do so by taking just a few minutes to complete the following exercise (don’t worry, it’s easy and fun!). or—“Can I talk to _?) or just—“Hi, __ please.”)

Selling Skills

Selling Skills Gatekeeper Face-to-face Decision Maker

Two Great Questions for 2021

Mr. Inside Sales

JANUARY 2, 2021

Unlimited License: One to 100 reps can attend for one low price!

Face-to-face

Face-to-face Gatekeeper Inside Sales Decision Maker

Would You Spend $10.99 to Double Your Income This Year?

Mr. Inside Sales

APRIL 11, 2021

Unlimited License: One to 100 reps can attend for one low price!

Face-to-face

Face-to-face Gatekeeper Decision Maker Licensing

Second Quick Fix to Get Your VMs Returned

Mr. Inside Sales

APRIL 14, 2023

Unlimited License: One to 100 reps can attend for one low price!

Face-to-face

Face-to-face Gatekeeper Decision Maker Licensing

Are You Telling the Truth About Asking for Referrals? [Q3 Referral Selling Roundup]

No More Cold Calling

OCTOBER 1, 2020

The #1 challenge salespeople face is reaching decision-makers quickly, but getting prospects to call you back is deceptively simple with a referral program. Dylis and Joanne discuss how to get introductions to the type of clients you love working with, avoiding gatekeepers, and why prospects don’t call you back.

Referrals

Referrals Cold Calling Sales Qualified Lead Call-back

How to Handle, “We’re Already Working with Someone.”

Mr. Inside Sales

JANUARY 19, 2024

Unlimited License: One to 100 reps can attend for one low price! appeared first on Mr.

Face-to-face

Face-to-face Gatekeeper How To Decision Maker

Life Quotes To Enjoy

Mr. Inside Sales

AUGUST 4, 2023

Unlimited License: One to 100 reps can attend for one low price!

Face-to-face

Face-to-face Gatekeeper Decision Maker Licensing

Six Ways Of Dealing With A Client Who Won’t See You

MTD Sales Training

JULY 9, 2019

5) Make friends with gatekeeper or secretary. Oftentimes, people on our sales courses ask for techniques to get ‘through’ the gatekeeper, or ‘overcome’ them. We think making friends with them is the best way to get them on your side and help you get in front of the decision-maker. We don’t subscribe to that view.

Gatekeeper

Gatekeeper Decision Maker Call-back Up-Sell

One Difference Between Top Sales Reps and You

Mr. Inside Sales

MAY 14, 2022

What these approaches have in common is they are passive, and they give the gatekeeper control of the call. When greeted by the receptionist, they’ll ask: “Ah, would it be possible to speak with Dave Anderson?”. Is Dave Anderson available?”. Top reps, on the other hand, are assumptive. Hi, could I speak with Dave, please?”.

Gatekeeper

Gatekeeper Face-to-face Decision Maker Licensing

This Is Why Your Lead Generation Process Isn’t Working

No More Cold Calling

AUGUST 9, 2018

Yet, nearly 80 percent say they don’t always get past the gatekeeper. Why can’t they get past the gatekeeper? Breeze Past the Gatekeeper with Referral Sales. Of course, reaching the right person at the right level typically means there’s a gatekeeper looming. Reps view gatekeepers like trolls guarding the bridge.

Lead Generation

Lead Generation Sales Qualified Lead Lead Scoring Lead Rank

3 Ways to Handle: “I Don’t Have Time for the Presentation”

Mr. Inside Sales

SEPTEMBER 11, 2020

Unlimited License: One to 100 reps can attend for one low price!

Face-to-face

Face-to-face Sales Qualified Lead Scale Call-back

How Digital Dependence Derails Account Based Selling Teams

No More Cold Calling

JULY 20, 2017

This digital dependence actually decreases productivity and extends the time it takes to reach a decision-maker. and try every ploy to get around the gatekeeper. By asking for referrals, your team: Gets meetings with decision-makers in one call. The best way to do that doesn’t require an internet connection.

Account

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