No More Cold Calling

MAY 18, 2017

Stop trying to get around the gatekeeper. If account-based sales reps want to reach C-suite prospects, the secret is calling at night or on weekends, when their gatekeepers are off duty. This is just the latest stupid advice I’ve read about how to bypass the gatekeeper and get decision-makers on the phone.

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Sales and Marketing Management

AUGUST 14, 2017

My definition of prospecting is trying to take prospects from latent to active need. Another way to phrase that is to say that: Prospecting is looking for people that aren’t looking. Long sales cycles. Let’s take a step back and more closely consider the term “gatekeeper.” Handling Gatekeepers.

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Gatekeeper Buying Cycle Call-back Face-to-face 249

Hubspot Sales

DECEMBER 22, 2017

Today’s salespeople need to know more about their prospects before conducting outreach. Here are a few ways to determine which type of prospect you're speaking with. Will they help you make the sale or unknowingly stop you from talking to the right person? How to Identify Sales Prospects. 1) The Gatekeeper.

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Decision Maker Gatekeeper Influencer Prospecting 145

Janek Performance Group

FEBRUARY 16, 2022

Without question, gatekeeper is the most intimidating designation in sales. 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. Remember, to the gatekeeper, you are no better than the mail carrier.

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Gatekeeper Decision Maker Influencer ACT 116

Sales 2.0

AUGUST 28, 2024

Over the years, I have seen many salespeople and business owners taking big risks with important deals by talking to only one person in the prospect company. In this framework there are four types of people involved in a complex sale. The economic buyer The users The gatekeepers The coach 1. Be careful with gatekeepers.

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Opportunity Gatekeeper Coaching Buyer 195

Mr. Inside Sales

MARCH 18, 2019

If you’re getting screened out by gatekeepers , then chances are you’re probably causing that screening. First, not all gatekeepers are the same. About 30% of the gatekeepers you get are closer to being assistants, or office managers, or influencers. 3: Pitching the gatekeeper. And why would you want that? #2:

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Gatekeeper Decision Maker Webinar Metrics Groups 147

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.

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Gatekeeper Decision Maker How To Cold Calling 133

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

The Pipeline

OCTOBER 16, 2013

When I ask sales people what their biggest challenge is in getting to speak directly with decision makers they are targeting, and voice mail or gatekeepers are at the top of the list, (while call reluctance should be right there with the other two, they don’t usually volunteer that fact). Sales Success Tibor Shanto'

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Gatekeeper Decision Maker Call-back Telemarketing 275

No More Cold Calling

DECEMBER 18, 2014

When you have a referral introduction, there’s no need to dupe the gatekeeper. It’s tiresome reading about how to get past the gatekeeper. These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, and a waste of sales time. Gatekeepers are good at their jobs. Of course you would.

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Gatekeeper Cold Calling Telemarketing Referrals 303

Mr. Inside Sales

JANUARY 28, 2019

Are you still getting screened out by the gatekeeper ? In fact, just last week I was reviewing a client’s sales team’s calls, and I repeatedly heard many of the reps making these common mistakes. Just giving your name and then stopping invites the gatekeeper to keep screening you. Is she expecting your call?”. This is huge.

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Gatekeeper Decision Maker Call-back Inside Sales 139

Anthony Iannarino

FEBRUARY 17, 2020

Starting today, I am posting a series of posts on B2B sales dilemmas based on questions I receive from salespeople. Here is how you get past the gatekeeper. The problem for those of us in B2B sales is that we believe we can generate new or better results that are worth the contact’s time, attention, and investment.

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Gatekeeper How To Decision Maker Meeting 121

Mr. Inside Sales

FEBRUARY 8, 2019

Many sales reps don’t know how to deal successfully with the gatekeeper. And if you’re a sales manager , you need to send this out to all of the reps on your team! If things like: “Will he know what this call is regarding?”

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Gatekeeper How To Inside Sales Video 138

Score More Sales

JUNE 18, 2014

For years I have worked with sales professionals who strive to get around the Gatekeeper – that person at your prospective customer’s company who guards their executive from unnecessary time with all sorts of things but most notably from salespeople. The post Embrace The Gatekeeper appeared first on Score More Sales.

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Gatekeeper Ideal Customer Profile Twitter Inside Sales 234

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. The first step to increase your chances of winning a bigger deal is identifying the people involved.

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Gatekeeper Maximizer Coaching Buyer 195

No More Cold Calling

JUNE 19, 2014

The gatekeepers are onto your tricks. Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers. Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers. But gatekeepers are good at their job. Of course you would. Think again.

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Zoominfo

MARCH 26, 2019

Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. Essentially, gatekeepers hold the key to B2B sales success. If you can’t convince a gatekeeper you’re important, you can kiss that sale goodbye. How To Get Past The Gatekeeper 1. Keep reading!

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Gatekeeper B2B Decision Maker Cold Calling 100

No More Cold Calling

JANUARY 28, 2014

Joan and other gatekeepers can smell phoniness a mile away. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? The gatekeeper has left the building. When you have a referral, you’ll never have to use duplicitous tactics to bypass the gatekeeper.

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Gatekeeper Referrals Cold Calling Small Business 227

Mr. Inside Sales

JUNE 30, 2024

If you’re looking forward to an extended holiday and want to know the best way to spend it, then I’ve got a suggestion: Why not spend some of it learning and getting better at your craft of sales? Better than the other sales reps competing with you? ON DEMAND SALES TRAINING THAT GETS RESULTS! You owe it to yourself!

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Gatekeeper Face-to-face Sales Qualified Lead Licensing 255

Mr. Inside Sales

AUGUST 18, 2017

Every month, I get emails from my readers asking me how to deal with gatekeepers. They tell me the most frustrating part of prospecting is actually getting through to the decision maker. These and other objections frustrate sales reps to the point of them developing some serious call reluctance. Don’t pitch the gatekeeper!

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Gatekeeper Decision Maker Call-back Prospecting 129

Mr. Inside Sales

JUNE 6, 2020

What’s the biggest mistake sales reps make with prospecting or cold calling? You know, that desperation sales people have when they finally get someone on the phone. Your prospecting will go a lot better if you do! Cold calling mistake #1: Don’t pitch the gatekeeper. and allow your prospect to engage with you.

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Prospecting Gatekeeper Cold Calling Face-to-face 161

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! Get Access Today.

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Gatekeeper Closing Face-to-face Licensing 316

Mr. Inside Sales

JULY 20, 2021

Top pros are using this time to sharpen their sales skills so they can make a killing in the fourth quarter. For a proven way to make more money, with less rejection, and a way to become more confident and make more sales, take advantage of our Summer Sale! Qualify prospects better and learn their buying motives.

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Gatekeeper Decision Maker Face-to-face Licensing 315

Mr. Inside Sales

FEBRUARY 12, 2018

He told me that some of them are struggling to get through to decision makers, and he thought it was because they were “pitching the gatekeeper.” Let’s recap the role of the receptionist/gatekeeper: The receptionist’s job is to answer calls and route them to the right person. It works: Gatekeeper: “XYZ company, how can I help you?”.

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Gatekeeper Cold Calling Decision Maker Exact 120

eGrabber

SEPTEMBER 27, 2024

–Confucius This famous quote rings true for many aspects of life, including sales prospecting. However, more than 60% of organizations struggle with motivating their sales reps. So why do sales reps lose enthusiasm for prospecting? So why do sales reps lose enthusiasm for prospecting?

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Quota Motivation Decision Maker Prospecting 52

Mr. Inside Sales

AUGUST 21, 2022

I watched a sales rep making cold calls the other day. He was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it. Plus, what was missing was a value statement of what might be in it for the prospect.

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MTD Sales Training

MAY 17, 2016

To celebrate ‘Learning At Work Week’, here on the MTD Sales Blog we are giving away materials and resources that will help you enhance your sales skills. This means that you can work through it on your way to the sales meeting, at your desk in the workplace or from the comfort of your own sofa! Happy prospecting!

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Gatekeeper Selling Skills Resources Prospecting 120

The Sales Hunter

DECEMBER 13, 2016

One of the toughest prospecting challenges is simply getting connected to the right person. There are 10 ways to get past the gatekeeper that I highly recommend. The number of roadblocks seems to grow more each day, and yet the task remains the same — to reach the decision maker. Plan to also join me […].

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Gatekeeper Prospecting Decision Maker Selling Skills 100

Mr. Inside Sales

JUNE 7, 2024

I’ll get you started: For the Gatekeeper: Closed ended: “Is _ available?” (or—“Can Closing the sale: Closed ended: “Do you have any questions?” ON DEMAND SALES TRAINING THAT GETS RESULTS! What you’ll do is make a list of all the common closed ended questions you ask, and then turn them into assumptive questions instead!

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Selling Skills Gatekeeper Face-to-face Licensing 224

Mr. Inside Sales

MARCH 17, 2023

So many sales reps are anxious when they speak with a prospect. They know that unless they get these “tough” questions answered, there is no way to move the sale forward. Plus, they know that most of the “prospects” they speak with don’t turn into a deal anyway, so, why not learn who is a real prospect right from the get go?

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Decision Maker Face-to-face Gatekeeper Licensing 261

Mr. Inside Sales

MAY 14, 2022

Each time I work with a new company, the first thing I ask for are recordings of both their top two or three sales reps, and then recordings of everyone else. I’ve been doing this for over 30 years, and things have remained constant during that time: top sales reps are better for many different reasons (personality, work effort, etc.),

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Gatekeeper Face-to-face Licensing Decision Maker 235

MTD Sales Training

MAY 23, 2012

If you are going to be successful in business-to-business sales, you must first learn to recognise a clever and sophisticated gatekeeper screen. The gatekeeper’s job is to block unwanted or unnecessary calls from reaching the decision maker (DM). This usually refers to sales people making cold or warm calls.

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Gatekeeper Decision Maker Telemarketing Negotiation 260

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.

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Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Mr. Inside Sales

APRIL 29, 2024

While this may sound like a reasonable way to follow up after sending an email, do you see how you’re providing your prospect with the perfect stall? The best practice way is to assume your prospect received it and even glanced through it. ON DEMAND SALES TRAINING THAT GETS RESULTS! Or “I haven’t had time to look at it yet.”

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Follow-up Face-to-face Gatekeeper Licensing 226

Mr. Inside Sales

JUNE 22, 2024

So here is how I currently start my closing calls ( yes , I’m still closing sales!): 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?” ON DEMAND SALES TRAINING THAT GETS RESULTS! And then I hit MUTE.

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Closing Face-to-face Gatekeeper Licensing 255

Mr. Inside Sales

NOVEMBER 20, 2023

What does this teach us as sales reps? It takes persistence, a proven sales cadence, and many calls to finally persuade a qualified buyer to buy from you. ON DEMAND SALES TRAINING THAT GETS RESULTS! I’m now waiting for a tech to come and bring that cable into my house to take advantage of their superfast Internet speeds.

Google 222

Google Face-to-face Gatekeeper Licensing 222

Mr. Inside Sales

APRIL 23, 2022

How many times have you been stopped by the gatekeeper asking you: “Will he/she know what this call is about?”. In all likelihood, you yourself are creating this objection by the way you’re opening your dialogue with the gatekeeper. Here’s what not to do: Gatekeeper: “Johnson company, may I help you?”. Frustrating, isn’t it?

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