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.

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Gatekeeper Decision Maker How To eBook 176

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. Qualify prospects better and learn their buying motives. Click Here to read about the program. Click this special link to make a purchase. Give better demos and presentations.

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

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.

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Decision Maker Ideal Customer Profile B2B Account Based Marketing 52

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 316

Gatekeeper Closing Face-to-face Licensing 316

Mr. Inside Sales

JULY 30, 2021

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? You could do two: one for prospecting and one for the close. Ever feel stalled during a close?

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

Mr. Inside Sales

MAY 12, 2024

Who do you think knows why your prospect buys? Who do you think knows when your prospect is going to buy? The answer, of course, is your prospect! The problem for many sales reps, is that they prefer to pitch and talk at prospects more than they actually ask questions and listen. Or who they like to buy from?

Prospecting 212

Prospecting Face-to-face Gatekeeper Licensing 212

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.

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Closing Sales Qualified Lead Lead Scoring Lead Rank 409

Mr. Inside Sales

APRIL 23, 2021

First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward. Here’s one way I have successfully dealt with this and gotten the prospect to reveal what was really holding them back. And then hit MUTE and listen to what your prospect reveals. They like a different solution.

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Face-to-face Gatekeeper Licensing Decision Maker 334

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.

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Influencer Decision Maker Face-to-face Gatekeeper 288

Mr. Inside Sales

DECEMBER 12, 2020

In case you missed this, I received the following email last week: Dear Mike: The people have spoken and your article, “3 Keys to Dealing with Difficult Prospects,” has won 2nd place in our 2020 Sales Pro Central MVP Awards Social Selling category!” Then: “And also, I’m not the decision maker on this, I’m just an influencer.

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

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. However, the prospect of not knowing who you will be selling to can be nerve-wracking. The Gatekeeper. Enter gatekeeper marketing. The Decision-Maker.

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Decision Maker Influencer Gatekeeper How To 122

Mr. Inside Sales

NOVEMBER 16, 2020

Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives? Make a much better connection with your prospect or client because they will feel listened to and heard. You don’t take notes? How about using your Mute button? Are you actively doing that? (If

Motivation 332

Motivation Face-to-face Gatekeeper Licensing 332

Mr. Inside Sales

MARCH 17, 2023

So many sales reps are anxious when they speak with a prospect. 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?”

Decision Maker 261

Decision Maker Face-to-face Gatekeeper Licensing 261

Mr. Inside Sales

AUGUST 7, 2020

This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”. Then: “And also, I’m not the decision maker on this, I’m just an influencer.

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Prospecting Decision Maker Face-to-face Gatekeeper 199

Mr. Inside Sales

JUNE 11, 2021

And when your ears are closed, you learn nothing about your prospect’s buying motives, their possible objections, or whether or not they are buying into your pitch. Ask questions frequently of your prospect. Intersperse it with tons of questions and tie-downs and opportunities to engage and learn more about your prospects.

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Face-to-face Gatekeeper Licensing Decision Maker 317

Zoominfo

FEBRUARY 17, 2021

Be upfront and transparent with your prospects. Consider these following tips to get more success in your cold calls — before, during, and afterward: Do: Research your prospect (Who are they? Anticipate gatekeepers (the jaded call operators). Back in 2007, it took 3-4 cold call attempts to reach a prospect. Conclusion.

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Cold Calling Guidelines Prospecting Face-to-face 264

No More Cold Calling

DECEMBER 6, 2019

Message to cold callers: Pestering strangers is NOT the way to prospect. You might think you’ve been able to avoid sounding like a telemarketer, but that is exactly what you’re doing, and your prospect knows it. 75 percent of the business-to-business buyers use social media to make buying decisions. STOP Cold Calling.

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Cold Calling Social Media Telemarketing Referrals 365

Mr. Inside Sales

JULY 6, 2021

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. Not only will the prospect be confused, but you will be, too. Stalled sale. Sound familiar? Happy selling!

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Face-to-face How To Pivotal Call-back 317

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.

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Gatekeeper Decision Maker How To Cold Calling 133

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.

Gatekeeper 255

Gatekeeper Face-to-face Sales Qualified Lead Licensing 255

Mr. Inside Sales

JANUARY 8, 2021

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? Think about it: Not everyone you speak with is going to be a prospect or a deal, are they? And regarding fumbling a good lead—my experience is that if a prospect is interested, then they’ll speak with you.

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Licensing 313

Mr. Inside Sales

MARCH 12, 2022

Congrats to those companies & individuals who sent in their prospecting scripts for review. Usually, they asked it this way: Gatekeeper: “Thank you for calling the Johnson company.”. The problem with this is you’re A) Identifying yourself as a sales rep, and B) You’re now inviting the gatekeeper to qualify you out.

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Gatekeeper Prospecting Decision Maker Face-to-face 156

Mr. Inside Sales

SEPTEMBER 11, 2020

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. Rather than set another time to get back with them—thus letting the prospect off the hook—try the following: Response #1: “Sure, I can take as long or little as you need.

Sales Qualified Lead 320

Sales Qualified Lead Face-to-face Scale Call-back 320

No More Cold Calling

OCTOBER 1, 2020

It takes roughly eight touches for sales reps to reach cold prospects. The #1 challenge salespeople face is reaching decision-makers quickly, but getting prospects to call you back is deceptively simple with a referral program. Are Referrals Your Priority … or an Afterthought? Listen to the podcast. Dylis Guyan Podcast.

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Referrals Cold Calling Sales Qualified Lead Call-back 373

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.

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Gatekeeper Decision Maker Influencer ACT 116

Mr. Inside Sales

APRIL 14, 2023

To follow up on the blog post from two weeks ago (about the one quick fix to get your VMs returned ), here is the second quick fix: Stop trying to trick your prospect! So do your prospects. Your prospects can see through you and your message will be deleted quickly. I ALWAYS delete these messages the moment I hear them.

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Face-to-face Gatekeeper Licensing Decision Maker 254

Mr. Inside Sales

MAY 15, 2020

Perfect for reps dealing with the following issues: Reps struggling with call reluctance Getting screened out by the gatekeeper Overcoming blow off objections like, “Just email me something” Identifying decision makers Qualifying prospects Setting call back appointments that stick Giving successful presentations and dealing with objections Staying (..)

Face-to-face 268

Face-to-face Gatekeeper Licensing Decision Maker 268

Mr. Inside Sales

JANUARY 2, 2021

As you speak with your clients and prospects this week, it’s helpful to realize that they are all feeling this same pressure also. If so, then you’re not alone. Most company’s sales teams are under immediate pressure to begin accomplishing their new goals and sales targets for 2021.

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Face-to-face Gatekeeper Inside Sales Licensing 314

Mr. Inside Sales

JANUARY 19, 2024

Now ask questions, try to engage, and take your prospect as far as they’ll let you! You see, the value of having a proven response in your back pocket is that it allows you to move past a prospect’s initial resistance. [Now take it down, and then move into qualifying!] That’s what most blow offs are! appeared first on Mr.

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Face-to-face Gatekeeper How To Licensing 273

Mr. Inside Sales

JANUARY 22, 2021

We all know the importance of asking questions of our prospects and clients, yet how many do you ask? And: Your prospects have all the answers about whether they’ll buy from you or not, and what you need to say to sell them. Here’s a list to get you started: For prospects: #1: “What motivated you to reach out to us today?”. [If

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Face-to-face Gatekeeper Licensing Decision Maker 287

Mr. Inside Sales

SEPTEMBER 25, 2021

Script #1: Make sure and have an email already prepared while you’re prospecting. The point here is whether or not your prospect will: Give you the time to speak further with them. This tells you how cooperative your prospect is, and so how cooperative they will be throughout the sales cycle. Right then!

Sales Qualified Lead 284

Sales Qualified Lead Face-to-face Gatekeeper Licensing 284

Mr. Inside Sales

APRIL 11, 2021

Perfect for reps dealing with the following issues: Reps struggling with call reluctance Getting screened out by the gatekeeper Overcoming blow off objections like, “Just email me something” Identifying decision makers Qualifying prospects Setting call back appointments that stick Giving successful presentations and dealing with objections Staying (..)

Face-to-face 291

Face-to-face Gatekeeper Licensing Decision Maker 291

Mr. Inside Sales

JUNE 22, 2024

Once I get my prospect on the phone for our chosen closing time, I open with: “Before I get started, I’m sure you’ve looked over things, so, what questions do you have for me?” The important thing is that knowing where my prospect is in the beginning not only tells me which direction to go, but it also saves me a ton of time!

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Closing Face-to-face Gatekeeper Sales Qualified Lead 255

MTD Sales Training

JULY 9, 2019

Of course, the world doesn’t work that way, and there will be prospects and customers who will reject your advances and avoid you at all costs. Calling a dozen times doesn’t change the underlying dynamic that is causing your prospect not to see you. 4) DON’T judge the prospect because of their unwillingness to see you.

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Gatekeeper Decision Maker Call-back Up-Sell 276

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.

Influencer 203

Influencer Decision Maker Face-to-face Gatekeeper 203

No More Cold Calling

JULY 20, 2017

Too many account based selling teams over-rely on technology to reach their prospects. This digital dependence actually decreases productivity and extends the time it takes to reach a decision-maker. Account based sales development only works if reps get in the door and meet with their ideal prospects.

Account 285

Account Referrals Lead Generation Cold Calling 285

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 224

Selling Skills Gatekeeper Face-to-face Licensing 224