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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No More Cold Calling

OCTOBER 1, 2020

I used to think it was just sales newbies who struggled with referral reluctance. I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. Sales Leadership Is Missing It Big (and Here’s the Proof).

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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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The Sales Hunter

DECEMBER 13, 2016

There are 10 ways to get past the gatekeeper that I highly recommend. One of the toughest prospecting challenges is simply getting connected to the right person. 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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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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The Sales Hunter

APRIL 24, 2015

The gatekeeper is blocking you. Your goal is to meet with the CEO, but you can’t get to them. Here are 4 things you can do to get past the meeting with the CEO: Send an email Saturday at 6 AM. If you know the email of the CEO, send them an email at […].

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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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Mr. Inside Sales

JANUARY 2, 2023

Most companies are under immediate pressure already to begin accomplishing their new goals and sales targets. If I get an, “Ah, I don’t know,” then I once again use layering questions like: “Have you heard of my new On Demand Inside Selling Skills Training?” ON DEMAND SALES TRAINING THAT GETS RESULTS! Overwhelmed?

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Face-to-face Gatekeeper Licensing Decision Maker 223

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. Instead, you’re practicing poor sales skills over and over again. And that’s not how to get better.

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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. Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Face-to-face Gatekeeper Licensing Decision Maker 178

Sales 2.0

NOVEMBER 3, 2018

Someone is one of the top performers in a sales team and they still get sacked. The person that achieves this trick often says “I’m too busy selling to deal with the political nonsense in my company.”. The person that achieves this trick often says “I’m too busy selling to deal with the political nonsense in my company.”.

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Gatekeeper How To Decision Maker Report 199

Sales 2.0

NOVEMBER 3, 2018

Someone is one of the top performers in a sales team and they still get sacked. The person that achieves this trick often says “I’m too busy selling to deal with the political nonsense in my company.”. The person that achieves this trick often says “I’m too busy selling to deal with the political nonsense in my company.”.

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Gatekeeper How To Decision Maker Report 150

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. Why do Sales Professionals need to prospect? Jeb Blount .

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The Sales Hunter

SEPTEMBER 17, 2013

BONUS TIP: Be sure to treat the gatekeeper — their administrative assistant — with the same level of respect that you would the CEO or senior level person. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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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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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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Mr. Inside Sales

MARCH 20, 2020

In my continuing blog series on how to handle the stalls, objections, and real-world situations in sales caused by the Covid-19 pandemic, below you’ll find some suggested email responses to situations you may be running into. In doing so, you remain in control of the sales situation. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Face-to-face Call-back Objections Gatekeeper 157

No More Cold Calling

MAY 24, 2011

Sales Bookshelf. Home » Hire Joanne As Your Outsourced VP of Sales-->. Hire Joanne As Your Outsourced VP of Sales. Referral-Selling Private Client Program. You need more great clients, more sales, and your sales process and sales strategy need work. Develop your proprietary Sales Process.

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Cold Calling Outsourcing Services Hiring Top of Funnel 212

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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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. 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.

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Meeting Positioning Gatekeeper Objections 71

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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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 […].

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The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. Retail Sales Trends. 18 Phone Sales Skills Tips You Can Use Right Now. sales goals.

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Negotiation Hiring Ideal Customer Profile Face-to-face 276

Sell Integrity

SEPTEMBER 22, 2020

There are three factors that play a pivotal role in healthcare sales reps’ ability to adjust to this virtual selling environment and deliver value that results in more appointments and more closed deals. In all likelihood, the future of healthcare sales will be a blend. Helping Healthcare Sales Reps Adjust to Virtual Selling.

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Face-to-face Pivotal Gatekeeper Energy 82

The Sales Developers

DECEMBER 6, 2019

Sales teams have everything needed for outbound prospecting activities. big databases, low cost researchers, in-house manual scraping) and tools that make sales activities more efficient than ever. There are more vendors in sales acceleration every day and ever expanding budgets fueled by venture capital and other forces.

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Top of Funnel Outsourcing Services Funnel Outbound 81

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. I’ve heard sales experts say it takes seven to 10 touches for most reps to reach prospects. Is that how you want to spend your selling time? What Does Your Sales Future Look Like?

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Referrals Lead Rank Lead Scoring Prospecting 120

Gong.io

SEPTEMBER 26, 2022

The global pandemic forced sales teams to change their processes and go digital. Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. Whether you’re looking to implement a remote sales strategy or improve your current strategy, keep reading. What is remote sales? Image Source ).

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Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. While most of us have settled into the new normal and the challenges that come with it, sales leaders are looking ahead with uncertainty. Best Sales Statistics to Know in 2021. Short on time? What this means for you.

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LeadFuze

JULY 13, 2021

Worrying about how to handle sales rejection? For now, let’s first talk about what sales rejection is. . What is a Sales Rejection? No matter how thick your skin is, if you’re not prepared for the inevitability of sales rejection, then it will be hard to overcome. Sales professionals eat rejection every day!

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

No More Cold Calling

JUNE 23, 2019

Sales leaders acknowledge that referrals are their fastest revenue driver and solve their two biggest issues: getting qualified leads in the pipe and scoring meetings with decision-makers. But referral selling is easier said than done. One reason is their sales teams don’t know how to ask for referrals. Why Ask for Referrals?

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Referrals Scale How To Lead Rank 297

Sales Hacker

NOVEMBER 22, 2017

In sales, sellers who cite convoluted reasons to explain poor performance, rather than proactively doing something about it often remain — unsurprisingly — at the bottom of the success ladder. There certainly are a lot of things in sales that make life a tad more difficult. Our sales process is broken. Our marketing team sucks.

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Ideal Customer Profile Cold Calling Sales Qualified Lead Lead Rank 90

No More Cold Calling

JUNE 23, 2019

Sales leaders acknowledge that referrals are their fastest revenue driver and solve their two biggest issues: getting qualified leads in the pipe and scoring meetings with decision-makers. But referral selling is easier said than done. One reason is their sales teams don’t know how to ask for referrals. Why Ask for Referrals?

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Referrals Scale How To Lead Rank 228

Gong.io

SEPTEMBER 19, 2022

Qualifying prospects is a critical step in the sales process. Using a sales qualification framework like BANT can help. We’ll also clarify how you can implement this framework and provide a list of sales qualifying questions that you can ask. BANT is a sales qualification framework that was originally developed by IBM.

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Sales Training Advice

AUGUST 17, 2012

Sales can be incredibly rewarding. Chances are at some point in your career, you have experienced one or all of the following emotional and physical impacts of a sales slump. You dread going to sales meetings because your low numbers are embarrassing. Focus on what you can control. Get a coach or accountability partner.

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Quota Gatekeeper Coaching Cold Calling 49

Sales Hacker Training

SEPTEMBER 5, 2018

If talent acquisition, development, and retention are top-of-mind for you as a sales leader, here are 40+ of the best sales training programs to check out! The same calculus especially applies the sales team. In contrast, unleash a team of smart sales reps and success pours like rain. Action Selling. Sales Hacker.

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Training Scale Lead Qualification Lead Rank 103

No More Cold Calling

FEBRUARY 25, 2018

Yet, unless yours is among the 5 percent of sales organizations that have built referral selling skills, set referral metrics, and made referrals the way you work every day, you’re missing out on your biggest competitive tool. Invite your friends and colleagues, and watch your sales soar! The dreaded gatekeeper.

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Zoominfo

MAY 23, 2022

Take a challenging entry-level position in the sales industry with high expectations and an unrelenting daily schedule. But for too long, that’s been the de facto experience for a sales development representative. But at the same time, it’s not clear how you get there,” says Matt Rohr, a sales enablement manager at ZoomInfo.

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