Hubspot Sales

OCTOBER 5, 2021

Sales development representatives and gatekeepers. If you're in sales, chances are you've encountered plenty of situations in which you're trying to reach a CEO or C-level executive to pitch your product or service. only to get stopped by a gatekeeper. How to Get Past the Gatekeeper When Cold Calling.

Gatekeeper 133

Gatekeeper Decision Maker How To Cold Calling 133

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

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. Often, if the gatekeeper doesn’t like you, you’re not meeting the VIP you need, let alone presenting a pitch. Here are five keys to advance past a gatekeeper: No Funny Business.

Gatekeeper 116

Gatekeeper Decision Maker Influencer ACT 116

MTD Sales Training

OCTOBER 5, 2018

The person may, though, be a key influencer in the process, so you will want them to feel they have confidence in your approach and so build up trust. Doing that may well help you get to the next stage in the sale if the person does have influence with the final decision-maker. You: “Oh, hello, it’s John Smith here from XYZ Ltd.

Decision Maker 242

Decision Maker Gatekeeper Face-to-face Influencer 242

Hubspot Sales

APRIL 9, 2025

Not all sales shortcuts are created equal. Sales Shortcuts 1. Source My former colleague from Serpstats sales team learned this the hard way. I explored this topic with Shannon Smith O'Connell , Operations Director (Sales & Team Development) at Reclaim247. Dont let them out-research you. Be equally ready.

Gatekeeper 98

Gatekeeper Decision Maker Ideal Customer Profile Real Estate 98

Hubspot Sales

APRIL 2, 2021

According to Gartner , a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product. 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. Identifying Sales Leads.

Decision Maker 122

Decision Maker Influencer Gatekeeper How To 122

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? In this case it’s O.K.

Gatekeeper 120

Gatekeeper Decision Maker Sales Qualified Lead Call-back 120

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.

Decision Maker 291

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

Sales 2.0

OCTOBER 7, 2024

In my last two posts ( this one and this one ) I described a framework for progressing larger sales opportunities that I have had a lot of success with. In this framework there are four types of people involved in a sale. If you don’t know about someone that is involved in influencing your deal, you have no way of selling them.

Gatekeeper 195

Gatekeeper Maximizer Coaching Buyer 195

Sales and Marketing Management

FEBRUARY 26, 2018

Author: Mike Schultz, President, RAIN Group Breaking through and setting sales meetings with C-suite buyers is tough. They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. Yet, many sellers are successful in breaking through and setting initial sales meetings with the C-suite.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

Score More Sales

DECEMBER 3, 2014

That’s why we went back to the Score More Sales blog vault and put together our top tips from the popular “Inside Sales Tips” series we ran this past year. Have a discussion with a gatekeeper that makes him or her interested to forward you on. Revisit that stalled sales opportunity and BRING IT TO CLOSURE!

Inside Sales 206

Inside Sales Gatekeeper Decision Maker eBook 206

MTD Sales Training

JULY 9, 2019

Many salespeople will persist with a sales message and keep forcing their products or services over email or phone. This will set you apart from other sales companies and will make you appear to be more valuable to them. 5) Make friends with gatekeeper or secretary. They will pass the message on. 3) Don’t try and sell to them.

Gatekeeper 276

Gatekeeper Decision Maker Call-back Up-Sell 276

Bernadette McClelland

NOVEMBER 2, 2011

Who has noticed that the sales landscape is changing at an accelerated pace and has no intention of slowing down? Are sales cycles either nonexistent or getting even longer? Have gatekeepers had some form of combat training? The problem is not you or the sales cycle – they are just symptoms of the real problem.

Buyer 231

Buyer Gatekeeper Buying Cycle Sales Cycle 231

Score More Sales

AUGUST 9, 2012

I like good infographics about sales and marketing. So it did not go unnoticed that the Game of Sales , a clever Infographic created by Inside View has been viewed and shared thousands of times since it just debuted hours ago. In technology sales. Infographic: Game of Sales InsideView. Image courtesy of InsideView.

InsideView 214

InsideView Cold Calling Gatekeeper Webinar Metrics 214

Mr. Inside Sales

MARCH 25, 2021

First the no part: Sales is much, much more than just “rolling the numbers,” as they used to say. 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 Licensing Decision Maker 178

No More Cold Calling

JULY 26, 2018

Never” is a bold statement, but savvy sales leaders recognize that closing is the easy part. It’s sales prospecting techniques that are messed up. Reps aren’t spending time on the critical business development activities that occur earlier in the sales process, so their sales pipeline is either dry or full of cold leads.

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. Take your sales hat off and play their game. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Prospecting 199

Prospecting Decision Maker Face-to-face Gatekeeper 199

DiscoverOrg Sales

APRIL 25, 2017

Sales and marketing teams that buy into myths about data providers miss out on serious business value. Myth 1: Contact lists = sales intelligence. Fact: Sales intelligence is more than a list of names and numbers. Sales intelligence includes a depth of information that is both accurate and predictive. Us either.).

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

Mr. Inside Sales

JUNE 25, 2021

In addition, you would also be able to sell more with less stress, less rejection, and sales would actually become, dare I say it?—easy. And here is the secret: Sales is nothing more than a set of recurring selling situations that you encounter over and over again. ON DEMAND SALES TRAINING THAT GETS RESULTS! The answer?

Face-to-face 184

Face-to-face Decision Maker Objections Gatekeeper 184

Sales Training Connection

DECEMBER 5, 2013

Sales networks. In B2B sales – you’re not selling to an individual, you’re selling to multiple people – a network. 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

No More Cold Calling

JANUARY 25, 2011

InsideView nailed it by titling its Sales Intelligence blog “ Why Cold Calling is the Bottom of the Barrel ”. Finally, a Sales 2.0 company states that cold calls are dead.Yet, many sales people continue to cold call. For more on why a real introduction—a referral—makes all the difference, read: “ How to Bypass the Gatekeeper ”.

Cold Calling 247

Cold Calling InsideView Referrals Social Media 247

Sales and Marketing Management

SEPTEMBER 4, 2018

Author: Todd Handy Before we start, let’s make sure we’re all on the same page regarding the term “direct sales.” Often, the differentiator may come down to the sales rep, whose product knowledge, experience and ability to solve the customer’s problem end up being the deciding factor in turning a prospect into a customer.

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Sales Gravy

APRIL 16, 2025

Ross from Houston faces a common challenge in channel sales: how do you create brand preference for your product when youre selling through distributors who carry multiple competing lines and competitors who undercut your price? Why Pull-Through in Channel Sales Matters When you sell through distribution, you lose a lot of direct control.

Channels 56

Channels Engineering Gatekeeper Decision Maker 56

Zoominfo

NOVEMBER 9, 2020

Does your (sales) funnel have flow? Learn data-driven strategies that support each stage of the sales funnel, along with key performance indicators (KPIs). Contents What is a Sales Funnel? What Tools Do People Use for Sales Funnels? Marketing Funnel vs. Sales Funnel Resources. What is a Sales Funnel?

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

Pipeliner

AUGUST 18, 2018

Most of us aren’t lucky enough to have a gatekeeper. What is a gatekeeper in sales? A gatekeeper (at the risk of using an outdated term) is the person designated to keep a protective barrier or ‘screen’ around important or ultra-busy people. Sales People Report that One of Their Top Challenges is Accessing Top Executives.

Gatekeeper 61

Gatekeeper Social Media Guarantee Territories 61

No More Cold Calling

MAY 28, 2017

Sales is not about clicking buttons and adding a myriad of contacts to your profile. Sales is still about people buying from people, especially in account-based sales, where relationships are the key to land and expand within client enterprises. We exchanged ideas about sales online, and we met in person when I was in London.

Referrals 136

Referrals Gatekeeper Social Media Cold Calling 136

DiscoverOrg Sales

FEBRUARY 6, 2019

This seemingly simple chart is one of the most effective tools your sales team has. 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. Tip 1: Use org charts to determine the sphere of influence of inbound leads.

Decision Maker 29

Decision Maker Video Outbound Influencer 29

The Pipeline

JULY 20, 2015

Words are a big part of selling, seems obvious, but you’d be surprised how little attention some in sales pay to the words they choose. So here we go: Gatekeeper – Talk about starting off on the wrong foot. Sadly, many of the people that sellers refer to as gatekeepers, can actually be helpful in moving your agenda forward.

Gatekeeper 120

Gatekeeper Decision Maker Up-Sell Objections 120

Mr. Inside Sales

JULY 13, 2018

Discover sales training with best tips, rebuttal techniques and responses on how to go about handling and overcoming most common objections in phone cold call prospecting. Prospecting by phone can be hard—gatekeepers screening you out, decision makers don’t want to talk to you, etc.—but 4) Influencers, etc. 2) Decision makers.

Cold Calling 143

Cold Calling Objections Sales Qualified Lead Prospecting 143

Sales and Marketing Management

JUNE 26, 2017

Your VP of sales looks at you out of desperation and asks if there is anything marketing can do to help accelerate the pipeline/improve the win rate? How can marketing further support the sales process if the decision-makers and influencers are unknown/anonymous web visitors? You can’t risk serving them a generic experience.

Pipeline 185

Pipeline Case Study Decision Maker Ideal Customer Profile 185

Pipeliner

APRIL 17, 2018

It read, “How to handle gatekeepers and reach decision-makers.”. This, I thought, is an online article that would be great to share with my B2B sales team. Tell the gatekeeper that your prospect is expecting your call when they aren’t. When talking to the gatekeeper, leave out your company name. I was quite wrong.

Gatekeeper 53

Gatekeeper Decision Maker ACT Influencer 53

RAIN Group

FEBRUARY 13, 2019

This article was originally published on the Sales Enablement Society. Gatekeepers are tough. Sellers often complain that it's impossible to get through to buyers. Buyers are busy. Calls go to voicemail. Email goes to junk. The list goes on. While getting through certainly isn't easy, sellers who work at it do get through.

Buyer 77

Buyer Influencer Gatekeeper Sales Enablement 77

Anthony Cole Training

APRIL 15, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 169

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 169

Increase Sales

MAY 15, 2013

I told you about the “contact campaign” used by a sales trainer to reach five Fortune 1000 CEOs that produced a 100% response rate and an 8,000% ROI – a $100,000 return on a $2,500 investment. "In 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

Miller Heiman Group

FEBRUARY 28, 2019

Stakeholder management is complicated—because it involves an ever-expanding number of roles who influence purchase decisions at an organization. According to CSO Insights’ 2018 Buyer Preferences Study , the average salesperson must now navigate six or more buying influences to close a single deal (which can take five months or more).

Gatekeeper 106

Gatekeeper Influencer How To Coaching 106

Zoominfo

MAY 21, 2020

We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. And we’ve got examples. What is a BASHO Email?

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Sales Training Connection

MARCH 19, 2012

Let’s assume you’re a sales manager and the VP of Sales has just suggested that something needs to be done about improving the effectiveness and efficiency of your sales team, ending with “seeing some results in 3 or 4 months would be great.”. The degree of influence an Advisor can have varies tremendously.

Lead Qualification 115

Lead Qualification Lead Rank Lead Scoring Marketing Qualified Lead 115