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.
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). This will primarily look at the latter. Tibor Shanto.
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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). Here is a simple yet highly effective technique to help you get past a hard screen.
No More Cold Calling
DECEMBER 6, 2019
You might think you’ve been able to avoid sounding like a telemarketer, but that is exactly what you’re doing, and your prospect knows it. Message to cold callers: Pestering strangers is NOT the way to prospect.
MTD Sales Training
NOVEMBER 22, 2011
1: The Gatekeeper Screen. Just because you have made contact with the decision maker (DM) and may even have established some rapport, does not mean you will not face a gatekeeper screen (GK) when you call. Just as in a cold call, you have to be careful not to project the image of a stereotypical telemarketer.
Pointclear
JANUARY 26, 2012
Outbound telemarketing The telephone is the Swiss Army knife in the B-to-B marketer’s backpack: a flexible, personal, dependable resource with infinite applications. Its high perceived value and standout physical features tend to get past gatekeepers, and straight to the executive desktop.
MTD Sales Training
AUGUST 26, 2011
Continuing though, when calling that company when you have no name and the gatekeeper (GK) refuses to give you a name or connect you without one. If you have missed Parts I and II of this series, it is a good idea to check them out now—it’s good stuff! Here are a few ways to handle the situation. Two Important Points.
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