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

If your offerings are $50K or higher, be prepared when following up to talk with people that: Don’t have the authority to buy. 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?”.

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Gatekeeper Buying Cycle Call-back Face-to-face 249

Mr. Inside Sales

OCTOBER 25, 2019

Is it something like: “I’m just calling to follow up on our proposal….”. The post Stop “Following Up,” and Start Closing appeared first on Mr. Inside Sales. How do you open your 2 nd or 3 rd. call to prospects whom you’ve already pitched? I’m just calling to see what you thought about our bid?”. Who Should Attend?

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Follow-up Closing Face-to-face Call-back 120

Hubspot Sales

OCTOBER 5, 2021

Sales development representatives and gatekeepers. only to get stopped by a gatekeeper. Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to make a sale. How to Get Past the Gatekeeper When Cold Calling.

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Gatekeeper Decision Maker How To Cold Calling 131

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

Mr. Inside Sales

OCTOBER 30, 2023

OR “When would be the best time for me to follow up with you?” (And The bottom line is that most sales reps simply don’t have any idea of when they should follow up—because they never ask! The next time you have someone on the phone, don’t assume a month or two or three is the best time to follow up.

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Call-back Face-to-face Follow-up Gatekeeper 240

MTD Sales Training

JULY 5, 2012

You finally reach the decision maker (DM) after a lot of work and getting past a few tough gatekeeper screens. There are statements and questions most sales people ask when following up on literature that create obstacles and hamper the sales process. The prospect feels as if they have not lived up to your expectations.

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Follow-up Gatekeeper Decision Maker Call-back 266

Mr. Inside Sales

MAY 25, 2024

If you have followed me for a while, you may know that my opinion on whether to ask a prospect, “How are you,” has changed over the years. The seasoned inside sales rep knows that the answer to that question, and more importantly how a prospect answers it, makes up for all the cues missing from a face-to-face interaction.

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Face-to-face Cold Calling Gatekeeper Decision Maker 224

Mr. Inside Sales

MAY 12, 2024

Use or adapt the following opening to get your prospect to open up and reveal the answers to the questions above: “Hi _, this is with XYZ company. That’s why the top reps are in the habit of asking more questions than they are of talking at their prospects. A great technique to develop is to get to a question as quickly as possible.

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Prospecting Face-to-face Gatekeeper Decision Maker 212

Smooth Sale

JULY 24, 2018

Attract the Right Job or Clientele: Patiently following up stirs up emotion in almost everyone. But a small percentage of salespeople view follow-up as getting their game on for achieving their goals. Most people fall down on follow-up. My Story of Patiently Following Up.

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Follow-up Referrals Gatekeeper Decision Maker 84

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). So to get past more gatekeepers, just get in the gate.

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Gatekeeper Decision Maker Account Course 271

Hubspot Sales

DECEMBER 22, 2017

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. Once you’ve identified the gatekeeper, you have a few options. Other options include selling to or working with the gatekeeper.

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Decision Maker Gatekeeper Influencer Prospecting 144

Mr. Inside Sales

MARCH 17, 2024

use the following script from my bestselling book: Power Phone Scripts : “I’d be more than happy to do that—where would you like me to email that?” If you follow this strategy, then you’ll be ready to side step the email stall and get right back into qualifying! And then when a prospect blows you off with, “Can you email that to me?”

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Face-to-face Sales Qualified Lead How To Gatekeeper 243

Mr. Inside Sales

JULY 30, 2021

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? Happy Selling! Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Closing Gatekeeper Face-to-face Decision Maker 334

Mr. Inside Sales

AUGUST 4, 2023

You can sign up to receive one on my author’s site. Click here and scroll to the middle and sign up for free. To attain Wisdom, remove things every day.”—Lao Lao Tzu If you enjoy quotes like these, I send a new one out every Wednesday. Have a great week! Need More Proven Responses to the Selling Situations You Face Every Day?

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Face-to-face Gatekeeper Decision Maker Licensing 251

Mr. Inside Sales

NOVEMBER 20, 2023

A few months ago, both AT&T, and then Google Fiber, dug up our street and lawns and bushes to install fiber Internet cable. Then a Google rep showed up out of the blue, canvassing the neighborhood. Then they showed up because my neighbor switched to them. And then nothing from them. Google Fiber did things differently.

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Google Face-to-face Gatekeeper Decision Maker 222

Mr. Inside Sales

APRIL 14, 2024

I can’t believe this company is asking me to actually show up to an office!” You know how it is: You’ll be minding your own business and then suddenly you’ll hear things like: “These leads suck.” “I I can’t make any real money here.” “I Unlimited License: One to 100 reps can attend for one low price!

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Face-to-face Gatekeeper Decision Maker Licensing 224

Mr. Inside Sales

JULY 9, 2023

Goethe If you do, then you can receive one each Wednesday by signing up here. Sign up today. .” –-Jimmy Buffet “Nothing is worth more than this day.”—Goethe Scroll to the middle of the page). Hundreds of other sales reps are already enjoying an amusing or enlightening quote in the middle of their week—you should, too!

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Face-to-face Gatekeeper Decision Maker Licensing 222

Mr. Inside Sales

APRIL 14, 2023

To follow up on the blog post from two weeks ago (about the one quick fix to get your VMs returned ), here is the second quick fix: Stop trying to trick your prospect! Everyone knows that a partial message like: “Hey _, this is Mike. Call me back as soon as you can…” just reeks of a tricky salesperson calling.

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Face-to-face Gatekeeper Decision Maker Licensing 254

Mr. Inside Sales

JUNE 25, 2022

3: When you are scheduling an appointment to follow up, don’t use the generic: I’ll call you in a month to follow up…. Instead, you should ask the prospect when a good time to follow up is. Instead, respond with: “Absolutely! Please tell prospect’s first name , that John Davis is holding, please.”. #2:

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Gatekeeper Face-to-face Decision Maker Licensing 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

Mr. Inside Sales

JULY 24, 2023

He looked up at me, not smiling, shrugged his shoulders and said, “I don’t know.” Nothing gets you further with a gatekeeper than using those magic words, and being polite and professional always helps you with both prospects and clients. Mark’s Square. I was a little harried, and I approached a local who was sitting by a fountain.

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Face-to-face Gatekeeper Call-back Inside Sales 235

Mr. Inside Sales

MARCH 2, 2024

Unfortunately, many sales reps just show up, are not prepared, and haven’t done any research on the company they’re interviewing for. Mistake Number Three: Not doing any research on the company you’re interviewing with, and so not asking any questions about the position or the company. This seems like a no brainer, right?

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Hiring Face-to-face Gatekeeper Decision Maker 241

Mr. Inside Sales

OCTOBER 14, 2023

You can sign up for free by clicking here. If you are interested in being a part of this journey, do sign up above. —Victor Hugo, writer If you enjoy quotes like these, you’ll be pleased to know that I send out three new ones every Wednesday. As some of you know, I’m beginning my new career as a writer.

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Face-to-face Gatekeeper Decision Maker Licensing 259

Mr. Inside Sales

MAY 11, 2023

Here’s how: When you lose a sale or suffer a difficult call (could be a prospecting call), you hang up and find your attitude is a bit negative, simply say to yourself: “Okay. Here’s the solution: Rather than try to go from negative to positive (very hard to do), it’s better to go from negative to neutral first and then on to positive.

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Face-to-face Call-back Gatekeeper Decision Maker 250

Mr. Inside Sales

JUNE 26, 2023

unknown If you would like to receive a quote like this each Wednesday, then click here and sign up. –John Wooden “Things turn out best for the people who make the best out of the way things turn out.” –Art Art Linkletter “A fear faced is a fear erased.” Unlimited License: One to 100 reps can attend for one low price!

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Face-to-face Gatekeeper Decision Maker Licensing 198

MTD Sales Training

JULY 25, 2011

You then persevered through hard gatekeeper screens, relatives or other obstacles to reach the DM finally on the telephone. There are statements and questions most sales people ask when following up on literature that actually hamper the sales process. The prospect feels as if he has not lived up to your expectations.

Follow-up 120

Follow-up Gatekeeper Decision Maker Call-back 120

Mr. Inside Sales

SEPTEMBER 25, 2021

Be honest: Do you dutifully send an email and then ask when you can follow up when you get this blow off objection? Let me know when it pops up, and I’ll show you a couple of links you’ll want to explore later. “In This is actually great because it tells you that you won’t need to follow up on the email—they aren’t buying!

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Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 284

Pipeliner

AUGUST 18, 2018

Most of us aren’t lucky enough to have a gatekeeper. What is a gatekeeper in sales? A gatekeeper (at the risk of using an outdated term) is the person designated to keep a protective barrier or ‘screen’ around important or ultra-busy people. There are 3 reasons why gatekeepers still rock: They are paid to answer their phone.

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Gatekeeper Social Media Guarantee Territories 61

Mr. Inside Sales

SEPTEMBER 17, 2023

3: “You grow up the day you have your first real laugh at yourself.” You’ll find proven tips, strategies, and other ways to shed stress and be happier. Here are the first fourteen quotes in the book: #1: Is that a bad thing? #2: 2: Stop comparing and judging; start identifying and connecting. #3:

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Face-to-face Gatekeeper Decision Maker Licensing 223

Sales Evangelist

NOVEMBER 19, 2021

Gatekeepers: the infamous villains of the sales world. Regardless of industry, most high-level executives employ some type of executive assistant or secretary to serve as a gatekeeper. Therefore, as salespeople, you must convince both the executive and the gatekeeper that you’re worthy of their time.

Decision Maker 40

Decision Maker Gatekeeper Survey ACT 40

Mr. Inside Sales

OCTOBER 14, 2022

“When would be the best time for me to follow up with you?” (And The bottom line is that most sales reps simply don’t have any idea of when they should follow up—because they never ask! The next time you have someone on the phone, don’t assume a month or two or three is the best time to follow up.

Call-back 156

Call-back Face-to-face Gatekeeper Decision Maker 156

Sales Evangelist

NOVEMBER 19, 2021

Gatekeepers: the infamous villains of the sales world. Regardless of industry, most high-level executives employ some type of executive assistant or secretary to serve as a gatekeeper. Therefore, as salespeople, you must convince both the executive and the gatekeeper that you’re worthy of their time.

Decision Maker 40

Decision Maker Gatekeeper Survey ACT 40

Sales Evangelist

NOVEMBER 19, 2021

Gatekeepers: the infamous villains of the sales world. Regardless of industry, most high-level executives employ some type of executive assistant or secretary to serve as a gatekeeper. Therefore, as salespeople, you must convince both the executive and the gatekeeper that you’re worthy of their time.

Decision Maker 40

Decision Maker Gatekeeper Survey ACT 40

Mr. Inside Sales

AUGUST 13, 2021

While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. By including this sentence my communications, I not only get more responses, but I remove the “beg” in my pitch/follow up. They send email after email or leave a couple of voice mails and then give up.

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Face-to-face Call-back Gatekeeper Decision Maker 317

Mr. Inside Sales

JANUARY 14, 2023

Without knowing this, you will just end up with a lot of frustration and a lot of unsold pencils at the end of the month. Now over 130 pages of powerful and effective scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more money! Getting screened out by the gatekeeper.

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Face-to-face Gatekeeper How To Sales Qualified Lead 254

Mr. Inside Sales

APRIL 30, 2023

They may get some leads out and set up some “demos or presentations,” but because they didn’t discover whether a prospect was truly a buyer and in the market at that time, their close rate is a disappointing 2 sales out of 10 full presentations…. with your voice lifting up at the end of the word. Like you’re really curious.

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Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 212