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. Then hit I’d hit mute and let them talk.

Decision Maker 291

Decision Maker Face-to-face Gatekeeper Call-back 291

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 261

Decision Maker Face-to-face Gatekeeper Licensing 261

Janek Performance Group

FEBRUARY 16, 2022

Without question, gatekeeper is the most intimidating designation in sales. While they may or may not have influence, they are always important. But they are the frontline against salespeople and others who seek a decision maker’s time. Here are five keys to advance past a gatekeeper: No Funny Business.

Gatekeeper 116

Gatekeeper Decision Maker Influencer ACT 116

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 133

Gatekeeper Decision Maker How To Cold Calling 133

Mr. Inside Sales

OCTOBER 19, 2015

One of the biggest mistakes many inside sales reps make is pitching the gatekeeper. To start with, the gatekeeper is just that – someone whose job it is to screen salespeople from getting through to the decision maker. Again, they are gatekeepers – not decision makers. So, what to do?

Gatekeeper 120

Gatekeeper Decision Maker Sales Qualified Lead Call-back 120

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 276

Gatekeeper Decision Maker Call-back Up-Sell 276

Hubspot Sales

NOVEMBER 26, 2019

There’s nothing more frustrating than getting your prospect’s commitment to buy — before realizing they’re not the decision maker. Before we discuss how to find the decision maker, let’s get clear on who the decision maker is. Sabotage this relationship, and you’ll lose their influence.

Decision Maker 92

Decision Maker Sales Qualified Lead Gatekeeper Lead Scoring 92

No More Cold Calling

JULY 26, 2018

Salespeople say meeting with decision-makers is important, but the OMG research shows that only 10 percent of salespeople are actually reaching decision-makers. However, MOST salespeople are NOT reaching the actual decision makers and those are the opportunities that lose traction and/or result in a loss.

Pipeline 184

Pipeline Closing Decision Maker Referrals 184

Mr. Inside Sales

AUGUST 7, 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. Then hit I’d hit mute and let them talk.

Prospecting 199

Prospecting Decision Maker Face-to-face Gatekeeper 199

Sales and Marketing Management

SEPTEMBER 4, 2018

Are you speaking to decision makers or gatekeepers or influencers? For example, how many calls your sellers make each day is important, but won’t tell you how many of those dials led to decision-maker conversations. Do you know what to do when you encounter them?

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Score More Sales

DECEMBER 3, 2014

Get a valuable conversation going with a decision maker. Have a discussion with a gatekeeper that makes him or her interested to forward you on. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. You can download the free ebook here [link].

Inside Sales 206

Inside Sales Gatekeeper Decision Maker eBook 206

DiscoverOrg Sales

FEBRUARY 6, 2019

DiscoverOrg’s signature org charts look like this: These are my 5 favorite ways to use org charts: For inbound leads, to determine the sphere of influence. Include decision-makers in email for better response rates. Tip 1: Use org charts to determine the sphere of influence of inbound leads.

Decision Maker 29

Decision Maker Video Outbound Influencer 29

Zoominfo

MAY 3, 2021

Buying groups for complex B2B solutions involve anywhere from six to 10 decision makers. Gatekeepers have the title of buyer or purchasing manager. Influencers have a say in whether a purchase is made and what is bought. The bigger the purchase decision, the wider the range of influencers.

Hiring 264

Hiring How To Inbound Outbound 264

No More Cold Calling

JANUARY 25, 2011

For more on why a real introduction—a referral—makes all the difference, read: “ How to Bypass the Gatekeeper ”. This is why sales people have been hearing so much about the value in nurturing campaigns and social media marketing, but little of it seems to apply to anything a sales person can influence. This is why Sales 2.0

Cold Calling 247

Cold Calling InsideView Referrals Social Media 247

Zoominfo

MAY 21, 2020

A “BASHO email” is a fancy-pants name for a very personalized B2B email, usually addressed to a decision-maker at a high-value account. When your prospect is a decision-maker. It’s hard to get decision-makers, department heads, and people of influence —the people you really want to reach—on the phone.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Mr. Inside Sales

MARCH 25, 2021

are just a few of the other factors that influence sales. Skill level of the sales rep is the most important thing; however, there are other variables like the type of lead—inbound versus outbound; the territory; existing client or new prospect; the marketing and/or branding of the company, etc.,

Face-to-face 178

Face-to-face Gatekeeper Decision Maker Licensing 178

Janek Performance Group

SEPTEMBER 11, 2024

A typical business project or initiative involves various decision-makers who can influence the outcome. The decisions or actions of key stakeholders can slow or speed up your sales initiatives, and that’s why stakeholder mapping is crucial. These decision-makers have a significant influence on the sales process.

Decision Maker 62

Decision Maker Enterprise Enterprise Account 62

Mr. Inside Sales

JUNE 25, 2021

When prospecting, has a decision maker or influencer or office manager ever told you: “Just email me some information.” You get the same brush offs when prospecting, the same objections when closing, the same ghosting when following up. We’re happy with who we’re using.” “We We aren’t interested.”

Face-to-face 184

Face-to-face Decision Maker Objections Gatekeeper 184

Sales Training Connection

DECEMBER 5, 2013

In any significant purchase many people are involved in the decision process. A few are key decision-makers. Others are influencers who may not make the decision but can influence those who do. An influencer may be a potential user of the solution or a key advisor to the decision-maker.

Networking 112

Networking Gatekeeper Decision Maker Influencer 112

Sales and Marketing Management

JUNE 26, 2017

How can marketing further support the sales process if the decision-makers and influencers are unknown/anonymous web visitors? If 90 percent of your buying committee doesn’t fill out a form, they’ll never receive your email messages. You can’t risk serving them a generic experience.

Pipeline 185

Pipeline Case Study Decision Maker Ideal Customer Profile 185

Mr. Inside Sales

JULY 13, 2018

Prospecting by phone can be hard—gatekeepers screening you out, decision makers don’t want to talk to you, etc.—but This technique will help you overcome objections from: 1) Gatekeepers. 2) Decision makers. 4) Influencers, etc. but it doesn’t have to be. 3) Assistants.

Cold Calling 143

Cold Calling Objections Sales Qualified Lead Prospecting 143

DiscoverOrg Sales

NOVEMBER 27, 2018

A “BASHO email” is a fancy-pants name for a very personalized B2B email , usually addressed to a decision maker at a high-value account. When your prospect is a decision maker. It’s hard to get decision makers, department heads, and people of influence – the people you really want to reach – on the phone.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

MarketJoy

APRIL 17, 2018

It is also about understanding the difference between decision makers, gate-keepers, and influencers. Decision Makers. Every organization has its fair share of people who promote themselves as having buying decisions, when in fact the final ratification comes further along the line. Gatekeeper.

Decision Maker 45

Decision Maker Influencer Ideal Customer Profile Gatekeeper 45

Hubspot Sales

JANUARY 14, 2025

Sales champions can influence prospects (without overselling). If you want to attract and engage a sales champion, provide transparent performance data (because gatekeeping sucks). One of the hallmarks of a sales champion is their ability to persuade without taking it too far.

Data 111

Data Hubspot Negotiation B2B 111

The Pipeline

JULY 20, 2015

Words impact and reflect you view of things and situations, and while many will argue that it’s just semantics, they fail to realize or acknowledge the degree to which words you choose reflect and signal your intent; something that your buyers pick up and are influenced by as much as anything. Right out of the gate, us vs. them.

Gatekeeper 120

Gatekeeper Decision Maker Up-Sell Objections 120

No More Cold Calling

MAY 28, 2017

Tim Hughes, one of the world’s top social selling influencers, recently interviewed me on this very topic. In this month’s guest post, Tim Hughes—author of Social Selling: Techniques to Influence Buyers and Changemakers —discusses social selling offenses and how to rectify them. Trying to get past the gatekeeper is a waste of time.

Referrals 136

Referrals Gatekeeper Social Media Cold Calling 136

DiscoverOrg Sales

APRIL 25, 2017

Org charts decision-makers, identify influencers, and advocates who can champion your solutions or services. The rest of the time, they’re hunting prospects LinkedIn; trying to get past gatekeepers on the phone, only to be transferred around phone trees … or dialing wrong numbers.

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

Increase Sales

MAY 15, 2013

It shouldn’t, but if you view the “EA” as just a gatekeeper, put there to make your professional life difficult, you’re missing one of the most important success factors in your quest to reach the CEO. In many ways, they are the true seat of power, because they wield so much influence and they have the time to engage with you.

Journal 144

Journal Gatekeeper Decision Maker Campaigns 144

Zoominfo

APRIL 23, 2020

It includes context like decision-makers, organizational reporting structure, financials, budgets, year-over-year growth, company initiatives, personnel moves, installed technologies (the “tech stack”), and predictive features – all in near real-time. But long, complicated sales cycles need more than just names and numbers.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

Sales Training Connection

MARCH 19, 2012

Because all the different role players impact the decision, it is useful to have a structure for making sure you have touched all the necessary bases. The most straightforward structure for organizing the roles in the buying process is to think in terms of decision makers and influencers. The stage has now been set.

Lead Qualification 115

Lead Qualification Lead Scoring Lead Rank Marketing Qualified Lead 115

No More Cold Calling

AUGUST 23, 2018

84 percent of C-Level executives say that social media influences their purchasing decisions. Finding Referral Sources If you have been trying to get a meeting with a particular company or individual, social media can help you quickly find out if you have mutual connections with decision-makers at that company.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

DiscoverOrg Sales

MARCH 30, 2017

Sales reps aiming to displace the current provider were stuck dialing into dead-end corporate switchboard phone numbers, getting stonewalled by gatekeepers, never to reach their buyer’s voicemail box—let alone pitch their product to a decision-maker. Verified Data Identifies Key Decision Makers Faster.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

eGrabber

OCTOBER 6, 2021

LinkedIn is one of the best platforms to find decision-makers in your targeted companies. But connecting and reaching decision-makers is not a cakewalk. Some of the challenges include: (a) Decision-makers do not accept all connection requests unless they know you or it is relevant to them or their business. (b)

Decision Maker 52

Decision Maker Company Webinar Metrics Gatekeeper 52

Pipeliner

APRIL 17, 2018

It read, “How to handle gatekeepers and reach decision-makers.”. Some of the very questionable advice offered was: Get around a gatekeeper by calling the company’s sales department or accounts department (or another location or division) and asking them to transfer you directly to your prospect. I was quite wrong.

Gatekeeper 53

Gatekeeper Decision Maker ACT Influencer 53

SalesFuel

OCTOBER 2, 2024

A strong stakeholder mapping strategy can boost sales by providing insights into key decision-makers. Sellers determine the influence each member has, and how they impact decision-making. Decision makers: Those with authority to make purchasing decisions. Stakeholder mapping: What is it?

Sales Process 95

Sales Process Decision Maker Hiring Gatekeeper 95

Sales Hacker

JULY 17, 2020

According to Blender, 82% of B2B decision makers think sales reps are unprepared. You have a Sphere of Influence. Most salespeople still haven’t called everyone in their sphere of influence. My second tip is to call when decision makers are actually there. You have a network. You have LinkedIn ( you better).

Decision Maker 137

Decision Maker How To Call-back Cold Calling 137

Zoominfo

APRIL 17, 2020

That information lies with the hiring manager, the ultimate decision-maker in the process. Identify the Right Decision Makers Within Your Target Organization. Does HR act as a gatekeeper? Knowing how to contact these influencers will allow you to build relationships and keep your messaging relevant.

Ideal Customer Profile 100

Ideal Customer Profile Hiring Decision Maker Buyer Persona 100