Gatekeeper Selling Skills Vendor 
Mr. Inside Sales
JUNE 7, 2024
If you would like to instantly improve your selling skills—and so your open and close rate—you can do so by taking just a few minutes to complete the following exercise (don’t worry, it’s easy and fun!). I’ll get you started: For the Gatekeeper: Closed ended: “Is _ available?” Assumptive: “How often do you use outside vendors?”
No More Cold Calling
OCTOBER 1, 2020
Referrals are how most people prefer to do business, whether they’re looking for a good restaurant or a new software vendor. 3 Referral Selling Skills All B2B Sales Reps Should Practice. Referral selling skills aren’t built overnight. Read “ 3 Referral Selling Skills All B2B Sales Reps Should Practice ”).
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Mr. Inside Sales
MARCH 20, 2020
We have looked into your company before—and other vendors like yours—and we just haven’t seen your type of solution working for us. “In As always, adapt these responses to your product, service, and company, and make sure to be empathetic yet do use the core selling skills that help you further the communication and the sale.
The Sales Developers
DECEMBER 6, 2019
There are more vendors in sales acceleration every day and ever expanding budgets fueled by venture capital and other forces. 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. The Current Data Problem.
Gong.io
SEPTEMBER 26, 2022
Before you can reach a CEO or a C-level executive, you’ll likely have to get through a gatekeeper (typically assistants or office managers) first. 65% of buyers said that strong product knowledge was a top reason for choosing a vendor over other options. Understanding deal risks. Develop product knowledge training.
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. percent of business buyers prefer to work with referred vendors, and 73 percent prefer to work with referred salespeople, according to IDC and LinkedIn.
Sales Hacker
NOVEMBER 22, 2017
It may not reflect immediately on top line figures, but their follow through moves the needle on other metrics — productivity, discovery of new tools or techniques, and sharpened selling skills — any one of which will eventually translate to higher performance and attained goals. The stingy gatekeeper won’t let me talk to the CTO.
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