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. Read “ Buyer 2.0 Think again.

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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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Mr. Inside Sales

APRIL 14, 2024

I just need to put in a little more effort, and when I do, I’ll find buyers—just like everyone else is!” “I ON DEMAND SALES TRAINING THAT GETS RESULTS! This might include: “Everyone has these leads, and I’ve written business from them. I can make just as much money as I set my mind to.”

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Mr. Inside Sales

NOVEMBER 20, 2023

What does this teach us as sales reps? It takes persistence, a proven sales cadence, and many calls to finally persuade a qualified buyer to buy from you. ON DEMAND SALES TRAINING THAT GETS RESULTS! I’m now waiting for a tech to come and bring that cable into my house to take advantage of their superfast Internet speeds.

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Google Face-to-face Gatekeeper Decision Maker 222

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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Mr. Inside Sales

MARCH 17, 2023

So many sales reps are anxious when they speak with a prospect. They know that unless they get these “tough” questions answered, there is no way to move the sale forward. By getting the answers to these questions, you can stop spending time with non-qualified prospects, and spend more of your valuable time with real buyers.

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Decision Maker Face-to-face Gatekeeper Licensing 261

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.

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Mr. Inside Sales

MARCH 17, 2024

Try this technique yourself and watch as you begin qualifying real buyers, or disqualifying those who just want to get you off the phone… And if you’d like more scripted rebuttals to this and many other objections and selling situations, then pick up a copy of my new, best-selling book on phone scripts. appeared first on Mr. Inside Sales.

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Mr. Inside Sales

APRIL 30, 2023

They talk over their prospects and generally learn very little about what it takes to close a sale. In short, you’ll begin to tell the buyers from the non-buyers, and that is the start of closing more sales and making more money. ON DEMAND SALES TRAINING THAT GETS RESULTS! Try it today.

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Mr. Inside Sales

FEBRUARY 19, 2023

Yep, two out of ten prospects you speak with turn into buyers. That’s why most people get burned out in sales. That’s why most salespeople find sales discouraging. That’s why many sales teams don’t make their quotas. ON DEMAND SALES TRAINING THAT GETS RESULTS! How do you do that? Remember, “Some will, some won’t.

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Face-to-face Gatekeeper Decision Maker Licensing 255

Mr. Inside Sales

FEBRUARY 3, 2023

You’ll find them below, and I guarantee that if you use them, you’ll not only identify buyers faster, but you’ll feel more confident, you’ll close more sales, and your income will grow— starting today. Remember, YOU are the closer, and YOU need to be leading the sale. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Mr. Inside Sales

AUGUST 13, 2021

Here are three things I do to avoid being ghosted: #1: Because prospects are pitched all the time, and because the majority of them are not going to be a buyer (at this time) for my services, a way I get them to reach back out to me is by offering them a way out. sales reps hide behind them, too. What to do? That’s right.

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Bernadette McClelland

NOVEMBER 2, 2011

Who needs to change – buyer or seller? Who has noticed that the sales landscape is changing at an accelerated pace and has no intention of slowing down? Are sales cycles either nonexistent or getting even longer? Have gatekeepers had some form of combat training? Have any of you figured out what is going on yet?

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RAIN Group

FEBRUARY 13, 2019

This article was originally published on the Sales Enablement Society. Sellers often complain that it's impossible to get through to buyers. Gatekeepers are tough. Buyers are busy. In fact, 82% of buyers say they accept meetings at least sometimes with sellers who reach out to them. Calls go to voicemail.

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No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Considering half of the deals that are forecasted to close don’t, and customer retention has decreased as seller attrition increases, sales teams are facing yet another frustrating year if something doesn’t change. Try this instead. That’s a fact.

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Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Sales and Marketing Management

FEBRUARY 26, 2018

Author: Mike Schultz, President, RAIN Group Breaking through and setting sales meetings with C-suite buyers is tough. They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. Seventy-five percent of C-level and VP level buyers are influenced by customized offers.

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No More Cold Calling

DECEMBER 6, 2019

Cold calling is a duplicitous, disingenuous sales tactic. If you make 100 calls, you’ll talk to about 20 people, schedule 10 sales appointments, and if you’re lucky, close one new deal. Why would you bother with a sales system that gets such dismal results? Message to cold callers: Pestering strangers is NOT the way to prospect.

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Cold Calling Social Media Telemarketing Referrals 365

Zoominfo

MAY 8, 2019

True sales productivity boils down to two things: numbers and time. More specifically, how can you increase your numbers (calls, email, sales, deal size) during the time you spend working each day? If you’re ready to learn how high-quality sales data can make a huge impact on your success as a sales rep, keep reading!

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Mr. Inside Sales

SEPTEMBER 23, 2022

So many sales reps hate hearing NO. In fact, constant rejection is the number one reason most sales reps dislike sales. One of the most useful things you can do, however, is to embrace getting a no, and reframe it for what it is: Simply someone getting out of your way and helping you get to your next buyer faster.

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MTD Sales Training

OCTOBER 5, 2018

Doing that may well help you get to the next stage in the sale if the person does have influence with the final decision-maker. Your search may bring up the details of the company buyer, but are they the person who is going to make the final decision? 3) Use the gatekeeper screen to get further information. Happy Selling!

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Decision Maker Gatekeeper Face-to-face Influencer 242

Mr. Inside Sales

JANUARY 8, 2021

Let me explain: If you’re like most sales reps, then you hate making calls because you’re either afraid of being rejected, or you’re are afraid you’re going to mishandle a call and so lose a good lead. And believe me, you’re not so bad that an interested buyer will be put off by you, so don’t worry! Imagine that…. Get Access Today.

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The SalesPro Leader

OCTOBER 11, 2018

The article, 5 Ways to get Past the Gatekeeper originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers.

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Gatekeeper Buyer Leads Marketing Qualified Lead 45

Zoominfo

SEPTEMBER 29, 2019

To add insult to injury, executive-level assistants are trained to be gatekeepers. Thankfully, B2B sales expert Jill Konrath has solved this problem in her book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers. Today’s buyers are overwhelmed with similar products and services.

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B2B Gatekeeper InsideView Up-Sell 190

No More Cold Calling

FEBRUARY 24, 2021

Are your buyers clamoring to talk to you? Why the sudden interest in referral sales? When the economy shrinks and companies cut budgets, buyers don’t want to talk to salespeople. Who are buyers going to talk to when they’re short on funds and stressed about the future of their organizations? Think about it.

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Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Sales 2.0

APRIL 23, 2020

Buyers are wondering what the future holds for their companies–and themselves–and are having a tough time committing to purchases. Adapting your sales collateral/marketing pieces to the specialized needs of large accounts. Adapting your sales collateral/marketing pieces to the specialized needs of large accounts.

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Enterprise Enterprise Penetration Gatekeeper 432

Zoominfo

AUGUST 5, 2020

If so, you know how tough it can be to connect with busy executives, To add insult to injury, executive-level assistants are trained to be gatekeepers. But what is the key to c-suite sales? One of the key issues facing sales reps is their ability to get in touch with one of the elusive C-suite members. N– Be invaluable.

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Mr. Inside Sales

SEPTEMBER 20, 2022

Try this technique yourself and watch as you begin qualifying real buyers, or disqualifying those who just want to get you off the phone…. ON DEMAND SALES TRAINING THAT GETS RESULTS! appeared first on Mr. Inside Sales. If you follow this strategy, then you’ll be ready to sidestep the email stall and get right into qualifying!

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Face-to-face Gatekeeper Decision Maker Licensing 177

Mr. Inside Sales

JULY 12, 2021

How would you like to have just one question that will almost always positively identify a buyer? Believe it or not, there is such a question, and it’s an easy question, but very few sales reps have ever thought to ask it. Because it also identifies who is not a buyer—and they don’t want to hear no…. Get Access Today.

Buyer 42

Buyer Face-to-face Gatekeeper Decision Maker 42

Alice Heiman

DECEMBER 6, 2022

Jake Dunlap takes us from founding Skaled Consulting to his first successful sales hire. It’s great to be a founder led sales company but founder led services delivery is a problem. This was the first major hurdle that Jake encountered in his fledgling sales consulting business and a barrier to scaling. And boy, was I wrong. [11:57]

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Scale Outsourcing Services Hiring Sales Process 125

Zoominfo

APRIL 19, 2018

To add insult to injury, executive-level assistants are trained to be gatekeepers. Thankfully, B2B sales expert Jill Konrath has solved this problem in her book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers. . Today’s buyers are overwhelmed with similar products and services.

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B2B Meeting Gatekeeper InsideView 165

CloserIQ

AUGUST 5, 2019

When you’re selling to a mid- or lower-level buyer, it’s usually a multi-step process to get to the real decision-maker. But, if you sell directly to an executive, your sale can get closed faster – and better. . But selling to C-level buyers requires a different approach than with typical buyers. Warm introduction.

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Buyer Gatekeeper Vendor Decision Maker 89

MTD Sales Training

JULY 9, 2019

By condemning the buyer as a fool for not seeing you is counterproductive and leads to your attitude being one of constriction and lack of advancement. So, what strategies can you consider that would help in the situations where you can’t get in front of the buyer? 5) Make friends with gatekeeper or secretary. Happy Selling!

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Gatekeeper Decision Maker Call-back Up-Sell 276

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. It's the jumping-off point for every closable deal — and doing it effectively can be the difference between maintaining a steady stream of productive opportunities and your sales process never getting off the ground.

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Ideal Customer Profile B2B Prospecting Gatekeeper 87

Zoominfo

JULY 29, 2020

Sales professionals are always on the lookout for ways to step up their game. One of the best ways to improve sales numbers involves something everyone dreads — cold calling. Why do Sales Cold Calling Scripts Matter? Having a variety of cold calling scripts on handmakes sales training easier for new hires as well.

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DiscoverOrg Sales

APRIL 12, 2017

The last thing you want is to spin cycles on bad data until your sales and marketing teams wear out. In the same manner, many sales intelligence data providers claim to have high levels of accuracy. In Account-Based Sales Development (ABSD), data quality is critical for scaling effectively. 50% fewer encounters with gatekeepers.

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Mr. Inside Sales

AUGUST 2, 2019

The optimistic salesperson conveys an attitude of confidence to the buyer. But the pessimist talks himself—and the customer—out of the sale. Because if you think the sale will close—or think it won’t—you’re right.”. The post The Power of Optimism in Sales appeared first on Mr. Inside Sales. The result? The result?

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Mr. Inside Sales

FEBRUARY 5, 2021

Once you take the time to write an effective script (or hire a professional like me to write it for you or your team), then you can deliver the absolute best messaging and the most effective sales techniques THAT WORK. Sales reps LOVE to talk. ON DEMAND SALES TRAINING THAT GETS RESULTS! And talk some more. Get Access Today.

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