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.

Gatekeeper 275

Gatekeeper Decision Maker Call-back Telemarketing 275

The Pipeline

JULY 20, 2015

So here we go: Gatekeeper – Talk about starting off on the wrong foot. Sadly, many of the people that sellers refer to as gatekeepers, can actually be helpful in moving your agenda forward. Right out of the gate, us vs. them.

Gatekeeper 120

Gatekeeper Decision Maker Up-Sell Objections 120

The Pipeline

FEBRUARY 16, 2016

Stu lays out why you need to stop thinking about the executive assistant or admin as a gatekeeper, and view them as your gateway to success in meeting with anyone. That does not mean you have to go out and become an executive, but understand and “live” in their world so you can relate to them, and more importantly they can relate to you.

Meeting 120

Meeting How To Journal Gatekeeper 120

The Pipeline

JANUARY 28, 2016

Thing 1 – “Gatekeeper”. No one knows those players better than what many mistakenly call the ‘Gatekeeper’. For prospecting, the singular and only objective is engagement with a buyer, plainly speaking, as many of you would express, “getting in”. People focused on leveraging clients’ objective for prospecting success, detest this term.

Decision Maker 120

Decision Maker Prospecting Gatekeeper Objections 120