Gatekeeper Influencer Tools 
Mr. Inside Sales
OCTOBER 25, 2021
Influencers are key to both getting through to decision makers, and to eventually making a sale. The question is: How do you properly qualify them and get them to influence the sale in your favor? There are three keys to successfully dealing with influencers, and the better you understand and use them, the more success you’ll have.
Sales 2.0
MARCH 31, 2025
You can influence when a sale happens, but you cannot overcome the inherent dynamics of how that customer wants to buy. Tools are getting better at reminding salespeople what they need to do, and when they need to do it, but its still up to us to act. But that is not reality. Dont slow it down You can slow deals down.
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Mr. Inside Sales
MARCH 22, 2021
More and more these days, decision makers hid behind their assistants or other influencers. As I’m sure you’ve no doubt noticed, influencers have, well, a big influence on the final decision sometimes, and they almost certainly have a big influence on the decision maker. Big mistake. Of course not! Get Access Today.
Hubspot Sales
APRIL 9, 2025
Pro tip: Use the email tracking tool in HubSpot Sales to see when individual contacts engage with your emails. And thats not factoring in your contacts internal influence. Trying to Go Around the Gatekeeper Some salespeople try to avoid the gatekeeper at all costs. Your prospect trusts him.
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?” “If you like what you see, what is your timeline for moving ahead with this?”
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.”.
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 ”. You must actively use all of the tools at your disposal. tools to find out who people are, who they know, and how you’re connected. If you have just a name in hand (and not a referral ), your call is cold.
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