The Sales Hunter

NOVEMBER 17, 2015

If you’ve been following for the past few weeks, I’ve been digging into 10 Ways to Get Past the Gatekeeper When Prospecting on the Phone. Today we’ve reached #9.

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Gatekeeper Prospecting Company Selling Skills 100

The Sales Hunter

NOVEMBER 19, 2015

In my exploration of 10 Ways to Get Past the Gatekeeper When Prospecting on the Phone, I’ve reached #10: Don’t allow one rejection by a gatekeeper stop you from calling again. Persistence can and will payoff. I can’t say this enough.

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Gatekeeper Prospecting Leads Marketing Qualified Lead 100

Mr. Inside Sales

JUNE 20, 2021

Here’s a mistake I hear over and over again when listening to sales reps pitching or presenting their services over the phone: when they hear a possible objection or something negative from their prospect, they go into pitch mode. Here’s the thing: the average closing rate is two or three deals out of ten prospects pitched.

Face-to-face 217

Face-to-face Gatekeeper Licensing Decision Maker 217

The Sales Hunter

OCTOBER 27, 2015

I’ve been exploring 10 Ways to Get Past Gatekeepers When Prospecting on the Phone, and today we are at number 3: Call back before 8 AM or after 5 PM. Most gatekeepers work traditional hours, so calling either before 8 or after 5 may allow somebody else to answer the phone. This approach is […].

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Gatekeeper Call-back Prospecting Cold Calling 100

Mr. Inside Sales

MAY 21, 2022

Why not use them to upgrade your team’s selling skills so they can hit the third and fourth quarter hard? And until you find out what’s really holding your prospect back, you’ll just go around and around in circles. And only when I understood what was really holding my prospect back did I begin to close more sales.

Closing 156

Closing Training Gatekeeper Face-to-face 156

Mr. Inside Sales

SEPTEMBER 23, 2022

If it’s not perfect selling skills, then help them upgrade those skills today! Need More Proven Responses to the Selling Situations You Face Every Day? And that means more money, more sales, more confidence, more success, etc. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 156

Face-to-face Gatekeeper Licensing Decision Maker 156

Closer's Coffee

MAY 6, 2019

For Part 1 of the Essential Selling Skills Bootcamp, click here. The brutal fact is the number one reason for failure in sales is an empty pipeline and the root cause of an empty pipeline is the failure to prospect.” ? Top Sales Prospecting Challenge. Creative and Efficient Prospecting Techniques. Jeb Blount .

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Selling Skills Prospecting Referrals Buyer Persona 45

The Sales Hunter

OCTOBER 22, 2015

I am starting a new blog series to dig into the 10 ways to get past gatekeepers when calling on the phone. Here’s the first one: Call and ask for the Sales Department. Talking with salespeople can be an excellent approach. It’s amazing how one salesperson will be willing to help another salesperson. When […].

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Gatekeeper Sales Cold Calling Selling Skills 100

The Sales Hunter

NOVEMBER 6, 2015

If you’ve been following along the past few weeks, I’ve been digging into the 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. Everyone takes breaks, and many times the person who relieves the gatekeeper for lunch and/or […]. Here is number 7: Call at different times of the day or over lunch.

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Gatekeeper Prospecting Selling Skills Sales 100

Mr. Inside Sales

MAY 22, 2021

Mindset determines the actions you take, how you deal with adversity, how much you use good selling skills (and how much you invest in them), and how you adapt to the changing conditions around you. Think carefully, because nothing (in my experience) is more predictive of results than mindset. And a lot more!

Face-to-face 178

Face-to-face Gatekeeper Licensing Decision Maker 178

The Sales Hunter

OCTOBER 29, 2015

I’ve been looking closely at 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. We’ve reached number 4, which I think is quite effective: Call during holiday weeks. I’m always surprised at how people behave differently knowing there’s a holiday coming.

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Gatekeeper Prospecting Closing Selling Skills 100

The Sales Hunter

NOVEMBER 5, 2015

I know this next tip may seem odd in my 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. I have found it to be effective at times, though. Here is number 6: Call and ask for Accounts Receivables. Every company is eager to collect all of the money they can, […].

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Account Gatekeeper Prospecting Company 100

The Sales Hunter

NOVEMBER 3, 2015

I’ve been looking at 10 Ways to Get Past Gatekeepers When Prospecting on the Phone, and today we come to number 5, which may surprise a few people: Call one or two digits off from the phone number you’ve been calling. When the person answers, be upfront and say who you’re trying to reach. It’s […].

Gatekeeper 100

Gatekeeper Prospecting Selling Skills Sales 100

The Sales Hunter

OCTOBER 27, 2015

Don’t ignore the gatekeeper. Ask the gatekeeper the same questions you would the senior person you’re trying to reach. Many times the gatekeeper is the one who in the end will determine whether you merit time on […]. Treat them the same way you would the senior level person you are trying to reach.

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Gatekeeper Prospecting Selling Skills Sales 100

No More Cold Calling

OCTOBER 1, 2015

That’s the beauty of referral selling. When you get referrals, you: Bypass the gatekeeper and score meetings with decision-makers every time. Earn trust and credibility with your prospects, who are pre-sold on your ability to deliver results. Meet with hot prospects while your competitors are still figuring out how to get in.

Referrals 120

Referrals Lead Rank Lead Scoring Prospecting 120

Sales 2.0

NOVEMBER 3, 2018

When you don’t deal with the “nonsense in your company” you tend to not use your “smooth selling skills” with your colleagues. Your own company has decision-makers, gatekeepers and users. Always be selling (aka be nice and be aware of what people want) and you may well get the steak knives instead of cleaning out your desk.

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Gatekeeper How To Decision Maker Report 199

The Sales Developers

DECEMBER 6, 2019

Sales teams have everything needed for outbound prospecting activities. These steps will eliminate roadblocks (gatekeepers, wrong titles, bad phone numbers, bounced emails, etc.) and allow more time for non-selling activities, like hitting quotas. Access to all the data needed (e.g. The Current Data Problem. What to Do Next.

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Top of Funnel Outsourcing Services Funnel Outbound 81

Mr. Inside Sales

MARCH 20, 2020

The challenges your prospects are going through are the same ones you are. Here are some emails you may be getting, and some suggested wording for your responses to them: Email from Prospect #1: Dear…. “I Email from Prospect #2: Dear…. Email from Prospect #3: “Dear…. “I Email from Prospect #4: “Dear….

Face-to-face 157

Face-to-face Call-back Objections Gatekeeper 157

Sales 2.0

NOVEMBER 3, 2018

When you don’t deal with the “nonsense in your company” you tend to not use your “smooth selling skills” with your colleagues. Your own company has decision-makers, gatekeepers and users. Always be selling (aka be nice and be aware of what people want) and you may well get the steak knives instead of cleaning out your desk.

Gatekeeper 150

Gatekeeper How To Decision Maker Report 150

Gong.io

SEPTEMBER 19, 2022

Qualifying prospects is a critical step in the sales process. How do you determine if a prospect is a good fit for your products or services? It helps sales teams qualify prospects and determine if they have a high chance of converting. BANT is an acronym for: Budget: What is the prospect’s budget? .

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Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

No More Cold Calling

JUNE 23, 2019

When sales teams know how to ask for referrals, they don’t have to worry about identifying decision-makers, bypassing gatekeepers, or proving themselves trustworthy. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you. Prospecting is either HOT or cold … period.

Referrals 297

Referrals Scale How To Lead Rank 297

No More Cold Calling

MAY 24, 2011

Provide sales training for you and your team and build referral-selling skills. Find warm prospects and hot sales everywhere! How to Get Your Prospects to Call You Back. You Really Don’t Have Time to Prospect for Referrals? How to Bypass the Gatekeeper. Referral-Selling Top Tips: How to Ask for a Referral.

Cold Calling 212

Cold Calling Outsourcing Services Hiring Top of Funnel 212

Sales Readiness Group

JANUARY 21, 2021

The usual protections provided by gatekeepers are still there—but now it’s compounded by extra physical distance and other distractions. It’s harder than ever to reach senior executives. In this environment, sales reps need to ensure they are perceived as being relevant and bringing fresh insights to the valuable meeting once they get it.

Meeting 71

Meeting Positioning Gatekeeper Objections 71

No More Cold Calling

JUNE 23, 2019

When sales teams know how to ask for referrals, they don’t have to worry about identifying decision-makers, bypassing gatekeepers, or proving themselves trustworthy. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you. Prospecting is either HOT or cold … period.

Referrals 228

Referrals Scale How To Lead Rank 228

Gong.io

SEPTEMBER 26, 2022

Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Instead of traditional in-person sales meetings, the salesperson and the prospect are in different places such as their home or work. Why remote selling is the future of sales . Keeping prospects engaged.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Show the same level of respect to the gatekeeper or other any other person who answers the phone as you would show to the person you’re looking to talk to. high profit selling. prospecting. leadership.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

Sales Hacker

DECEMBER 30, 2020

Remote selling has made sales prospecting a lot harder. CRM systems allow salespeople to automate the tedious, repetitive tasks that come with prospecting. The more administrative work you can automate for your sales team, the more time they can focus on creating a personalized selling experience for leads.

Revenue 130

Revenue Lead Rank Hiring Account Based Marketing 130

LeadFuze

JULY 13, 2021

From prospects who cancel all their appointments last minute to secretaries who won’t let us get any time on the phone with the decision-makers. So when your prospect says no to what you’re selling them on the phone or face-to-face, don’t be discouraged! 4 Find new prospects in another company. .

How To 98

How To Top of Funnel Decision Maker Face-to-face 98

Sales Hacker

NOVEMBER 22, 2017

Yes, prospects can be frustratingly unresponsive. But these hitches only balance out the selling dynamic: competent sales professionals reap eye-popping rewards, while laggard performers fall behind. Top 10 Sales Excuses You Need to Stop Making in 2018: We can’t find qualified prospects. We Can’t Find Qualified Prospects.

Ideal Customer Profile 90

Ideal Customer Profile Cold Calling Sales Qualified Lead Lead Rank 90

Sales Training Advice

AUGUST 17, 2012

To make matters worse, your prospects will sense your lack of confidence, and they won’t buy from someone who isn’t confident in their product, service, company, or even themselves. If you’re honest with yourself, one of these three actions probably will be to prospect on a more consistent basis.

Quota 49

Quota Gatekeeper Coaching Cold Calling 49

Sales Hacker Training

SEPTEMBER 5, 2018

Founded in 1990, Action Selling provides a broad range of training resources to hundreds of thousands of sales professionals. The company was among the first in the industry to incorporate big data into its learning infrastructure, focusing on critical selling skills and the best ways to reinforce these proficiencies.

Training 103

Training Scale Lead Qualification Lead Rank 103

No More Cold Calling

FEBRUARY 25, 2018

A referral introduction guarantees you score almost every meeting in one call, and you convert prospects to clients well more than 50 percent of the time. Prospects and clients aren’t happenstance. Learn How to Get the Gatekeeper on Your Side. The dreaded gatekeeper. Read “ Learn How to Get the Gatekeeper on Your Side.”).

Referrals 153

Referrals Gatekeeper Sales Qualified Lead Cold Calling 153

Zoominfo

MAY 23, 2022

Instead of an industry-standard learning curve that’s part gatekeeping and part gladiator contest, ZoomInfo sales leaders got together to revamp the way SDRs are trained, from onboarding all the way to opportunities for promotion. But at the same time, it’s not clear how you get there,” says Matt Rohr, a sales enablement manager at ZoomInfo.

Training 130

Training Hiring Scale Promotion 130