Zoominfo

MAY 6, 2018

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. Treat gatekeepers with respect. Keep reading!

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Gatekeeper B2B Decision Maker Cold Calling 203

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

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 and Marketing Management

AUGUST 14, 2017

Long sales cycles. Executives are more likely to have admins (often referred to as gatekeepers) that invariably will ask a question that sends shivers down many sellers’ spines: “Who is this and what is it regarding?”. 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

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. Seriously?!

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Gatekeeper Account Referrals Decision Maker 224

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

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

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. Have a negative image of what a Gatekeeper is and instead align with them.

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Gatekeeper Ideal Customer Profile Twitter Inside Sales 234

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

OCTOBER 22, 2018

One of the biggest mistakes I still hear sales reps making is pitching the gatekeeper or receptionist in hopes of them being so impressed that they will put them through to the Decision Maker (DM). Gatekeeper: “Can I tell him/her who is calling?”. Yeah, right. I mean, how often does that happen for you?

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Gatekeeper Decision Maker Inside Sales Exact 140

Jeffrey Gitomer

MARCH 19, 2014

Sales gatekeeper Jeffrey gitomer sales training selling skills' We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

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Gatekeeper Strategy Selling Skills Training 306

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

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

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

Selling Energy

FEBRUARY 25, 2022

A lot of people misunderstand the role of the gatekeeper, such as an executive assistant or receptionist. They assume the gatekeeper’s purpose is to prevent you from making a sale that allows you to send your kids to a good school or to pay your mortgage. The truth is quite different.

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Gatekeeper Company Sales Sales Process 79

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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Gatekeeper Referrals Cold Calling B2C 280

Sales 2.0

AUGUST 28, 2024

Once we realize that all sizable B2B deals have multiple people involved in the buying process ( research from companies like Gartner put the average number of people in a complex purchase at 6.8), we can change our sales approach to one that maximizes our chances of winning. The economic buyer The users The gatekeepers The coach 1.

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Opportunity Gatekeeper Coaching Buyer 195

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

No More Cold Calling

JANUARY 28, 2014

Joan and other gatekeepers can smell phoniness a mile away. The gatekeeper has left the building. When you have a referral, you’ll never have to use duplicitous tactics to bypass the gatekeeper. And their gatekeepers—those invaluable people who enable execs to do their jobs—will be happy to patch you through.

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Gatekeeper Referrals Cold Calling Small Business 227

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

Engage Selling

FEBRUARY 21, 2019

Are you or members of your sales team having trouble getting past gatekeepers? It’s an obvious struggle. If you can’t get to the individual who has the power to buy and sign purchase orders and checks, it’s going to be … Read More »

Gatekeeper 101

Gatekeeper Customer Service How To Loyalty 101

Mr. Inside Sales

AUGUST 18, 2017

Every month, I get emails from my readers asking me how to deal with gatekeepers. These and other objections frustrate sales reps to the point of them developing some serious call reluctance. There is, and here are the basics of it: First of all, be super polite to the receptionist as she gets sales calls every day! See it here.

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Gatekeeper Decision Maker Call-back Prospecting 129

Hubspot Sales

DECEMBER 22, 2017

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. The gatekeeper is usually an executive assistant or associate to the decision maker. If the gatekeeper is an executive assistant, you should know immediately by their title.

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Decision Maker Gatekeeper Influencer Prospecting 145

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

Engage Selling

OCTOBER 24, 2019

There’s a truth about gatekeepers that you need to be thinking about. You’re creating your own gatekeepers. In fact, I’d argue that the concept of gatekeepers is almost entirely inside of … Read More » Namely, that you create them. You read that right.

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Gatekeeper Prospecting Sales 73

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

MTD Sales Training

JULY 18, 2012

If you still view gatekeepers as annoying, low-level, annoying pawns whose mission in life is to do nothing but waste your time, cost you money and make your life miserable, then I have news for you. Here are three important things you need to realize and keep in mind about today’s gatekeepers (GK). #1 1 – Today’s GK is Smart.

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Gatekeeper Cold Calling Face-to-face Decision Maker 288

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

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

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! ON DEMAND SALES TRAINING THAT GETS RESULTS! Summer kind of slow?

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Gatekeeper Decision Maker Face-to-face Licensing 315

MTD Sales Training

JULY 12, 2012

The Gatekeeper; that secretary, receptionist or otherwise, frontline person whose job, it seems, is to make your life as a professional sales person, miserable. Yes, a good gatekeeper (GK) can indeed cause havoc and prevent you from getting to the decision maker (DM). Sales Person: “Yes, Sharon Ames in accounting.”.

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Gatekeeper Decision Maker Account Course 271

MTD Sales Training

JULY 30, 2018

Episode 19 Gain More Repeat Business, Using The Gatekeeper to Get More Information, Tom Peters On Branding. How to use the gatekeeper to get more information. The post Gain More Repeat Business, Using The Gatekeeper to Get More Information, Tom Peters On Branding appeared first on MTD Sales Training.

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Gatekeeper Training How To Sales 120

Selling Energy

NOVEMBER 6, 2020

A lot of people misunderstand the role of the gatekeeper, such as an executive assistant or receptionist. They assume the gatekeeper’s purpose is to prevent you from making a sale that allows you to send your kids to a good school or to pay your mortgage. The truth is quite different.

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Gatekeeper Company Sales 65

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

G2Crowd - Sales Blog

JULY 17, 2020

There’s a particular character in the story of sales that can effortlessly install fear in even the most experienced reps: the gatekeeper.

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Gatekeeper Sales 107

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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Gatekeeper Face-to-face Decision Maker Inside Sales 156

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.

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Gatekeeper Decision Maker Sales Qualified Lead Call-back 120