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

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?”. Let’s take a step back and more closely consider the term “gatekeeper.” So how can salespeople get past this hurdle with gatekeepers?

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

Zoominfo

MAY 6, 2018

Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. Essentially, gatekeepers hold the key to B2B sales success. If you can’t convince a gatekeeper you’re important, you can kiss that sale goodbye. Treat gatekeepers with respect. Use the gatekeeper as your resource.

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Gatekeeper B2B Decision Maker Cold Calling 203

Mr. Inside Sales

FEBRUARY 8, 2019

Many sales reps don’t know how to deal successfully with the gatekeeper. The post How to Successfully Deal with the Gatekeeper appeared first on Mr. If things like: “Will he know what this call is regarding?” ” keep you up at night, then you need to watch this video and use the proven techniques in it.

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Gatekeeper How To Inside Sales Video 138

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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Gatekeeper Decision Maker Call-back Telemarketing 275

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 128

Anthony Iannarino

FEBRUARY 17, 2020

Here is how you get past the gatekeeper. The person for whom the gatekeeper works likes and trusts them and expects them to block all but what’s important, critical, or essential. Their gatekeeper (whatever the title) is part of their team. Respect Their Role and Obligation. Respect their role and their obligation.

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Gatekeeper How To Decision Maker Meeting 121

Score More Sales

JUNE 18, 2014

For years I have worked with sales professionals who strive to get around the Gatekeeper – that person at your prospective customer’s company who guards their executive from unnecessary time with all sorts of things but most notably from salespeople. Have a negative image of what a Gatekeeper is and instead align with them.

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Gatekeeper Ideal Customer Profile Twitter Inside Sales 234

Jeffrey Gitomer

MARCH 19, 2014

Sales gatekeeper Jeffrey gitomer sales training selling skills' We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

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Gatekeeper Strategy Selling Skills Training 306

Mr. Inside Sales

OCTOBER 22, 2018

One of the biggest mistakes I still hear sales reps making is pitching the gatekeeper or receptionist in hopes of them being so impressed that they will put them through to the Decision Maker (DM). Gatekeeper: “Can I tell him/her who is calling?”. Yeah, right. I mean, how often does that happen for you?

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Gatekeeper Decision Maker Inside Sales Exact 140

Selling Energy

FEBRUARY 25, 2022

A lot of people misunderstand the role of the gatekeeper, such as an executive assistant or receptionist. They assume the gatekeeper’s purpose is to prevent you from making a sale that allows you to send your kids to a good school or to pay your mortgage. The truth is quite different.

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Gatekeeper Company Sales Sales Process 79

No More Cold Calling

MAY 18, 2017

Stop trying to get around the gatekeeper. If account-based sales reps want to reach C-suite prospects, the secret is calling at night or on weekends, when their gatekeepers are off duty. This is just the latest stupid advice I’ve read about how to bypass the gatekeeper and get decision-makers on the phone. Seriously?!

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Gatekeeper Account Referrals Decision Maker 224

Mr. Inside Sales

JANUARY 28, 2019

Are you still getting screened out by the gatekeeper ? So, let’s dive in: 1) When the gatekeeper asks who is calling, don’t just give your name, and especially don’t just give your first name (hoping that the gatekeeper will think the decision maker knows you!). Is she expecting your call?”. And they proceed to do that.

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Gatekeeper Decision Maker Call-back Inside Sales 139

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

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. Of course you would. Think again.

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Gatekeeper Referrals Cold Calling B2C 280

No More Cold Calling

JANUARY 28, 2014

Joan and other gatekeepers can smell phoniness a mile away. The gatekeeper has left the building. When you have a referral, you’ll never have to use duplicitous tactics to bypass the gatekeeper. And their gatekeepers—those invaluable people who enable execs to do their jobs—will be happy to patch you through.

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Gatekeeper Referrals Cold Calling Small Business 227

Mr. Inside Sales

FEBRUARY 12, 2018

He told me that some of them are struggling to get through to decision makers, and he thought it was because they were “pitching the gatekeeper.” Let’s recap the role of the receptionist/gatekeeper: The receptionist’s job is to answer calls and route them to the right person. It works: Gatekeeper: “XYZ company, how can I help you?”.

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Gatekeeper Cold Calling Decision Maker Exact 120

Engage Selling

FEBRUARY 21, 2019

Are you or members of your sales team having trouble getting past gatekeepers? It’s an obvious struggle. If you can’t get to the individual who has the power to buy and sign purchase orders and checks, it’s going to be … Read More »

Gatekeeper 101

Gatekeeper Customer Service How To Loyalty 101

Mr. Inside Sales

AUGUST 18, 2017

Every month, I get emails from my readers asking me how to deal with gatekeepers. Don’t pitch the gatekeeper! They tell me the most frustrating part of prospecting is actually getting through to the decision maker. They get interrogating questions like: “Will he know what this call is about?”. Is she expecting your call?”.

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Gatekeeper Decision Maker Call-back Objections 129

Engage Selling

OCTOBER 24, 2019

There’s a truth about gatekeepers that you need to be thinking about. You’re creating your own gatekeepers. In fact, I’d argue that the concept of gatekeepers is almost entirely inside of … Read More » Namely, that you create them. You read that right.

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Gatekeeper Prospecting Sales 73

Zoominfo

MARCH 26, 2019

Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. Essentially, gatekeepers hold the key to B2B sales success. If you can’t convince a gatekeeper you’re important, you can kiss that sale goodbye. How To Get Past The Gatekeeper 1. Keep reading! Free Trial 2.

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Gatekeeper B2B Decision Maker Cold Calling 100

MTD Sales Training

JULY 18, 2012

If you still view gatekeepers as annoying, low-level, annoying pawns whose mission in life is to do nothing but waste your time, cost you money and make your life miserable, then I have news for you. Here are three important things you need to realize and keep in mind about today’s gatekeepers (GK). #1 1 – Today’s GK is Smart.

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Gatekeeper Cold Calling Face-to-face Decision Maker 288

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.

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Gatekeeper Decision Maker Telemarketing Negotiation 260

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

Selling Energy

NOVEMBER 6, 2020

A lot of people misunderstand the role of the gatekeeper, such as an executive assistant or receptionist. They assume the gatekeeper’s purpose is to prevent you from making a sale that allows you to send your kids to a good school or to pay your mortgage. The truth is quite different.

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Gatekeeper Company Sales 65

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 141

MTD Sales Training

JULY 30, 2018

Episode 19 Gain More Repeat Business, Using The Gatekeeper to Get More Information, Tom Peters On Branding. How to use the gatekeeper to get more information. The post Gain More Repeat Business, Using The Gatekeeper to Get More Information, Tom Peters On Branding appeared first on MTD Sales Training.

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Gatekeeper Training How To Sales 120

MTD Sales Training

MAY 17, 2016

Even if you’re not interested in the award itself – our free session on getting through the gatekeeper will be helpful to you! The post How Modern Day Gatekeepers Are Ruining Your Sales Figures appeared first on MTD Sales Training. Happy prospecting! Sean McPheat. Managing Director.

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Gatekeeper Selling Skills Resources Prospecting 120

G2Crowd - Sales Blog

JULY 17, 2020

There’s a particular character in the story of sales that can effortlessly install fear in even the most experienced reps: the gatekeeper.

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Gatekeeper Sales 107

Mr. Inside Sales

APRIL 23, 2022

How many times have you been stopped by the gatekeeper asking you: “Will he/she know what this call is about?”. In all likelihood, you yourself are creating this objection by the way you’re opening your dialogue with the gatekeeper. Here’s what not to do: Gatekeeper: “Johnson company, may I help you?”. Frustrating, isn’t it?

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Gatekeeper Face-to-face Decision Maker Inside Sales 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

The Sales Hunter

NOVEMBER 12, 2015

I’ve been digging deeper into 10 Ways to Get Past Gatekeepers When Prospecting on the Phone, and I’ve reached #8: Let your personality come through and allow the gatekeeper to see you as a normal person who is merely doing their job, just like them. Few things turn people off faster than answering the […].

Gatekeeper 100

Gatekeeper Prospecting Cold Calling Selling Skills 100

The Sales Hunter

OCTOBER 23, 2015

Today is part 2 of my 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. Rather than asking the gatekeeper for the person you want to speak to, begin the call by asking them the same questions you would ask your prospect. See Part 1 at this link. Here is #2: 2. Many […].

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Gatekeeper Prospecting Selling Skills Sales 100

Funnel Clarity

SEPTEMBER 16, 2020

Send me your information and I’ll share it with him – is an all too often response from gatekeepers that novice and veteran salespeople alike experience. It’s no wonder that some of the most common questions with cold calling training is how to avoid gatekeeper objections in the first place and how to get past the gatekeeper.

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Gatekeeper Funnel Top of Funnel Cold Calling 59

Mr. Inside Sales

MARCH 6, 2021

This may sound elemental, but I rarely hear sales reps use it when speaking with gatekeepers. Try it this week and watch yourself get further with gatekeepers than you ever have. When a gatekeep puts you through, say thank you. And watch how much further you get with gatekeepers! The second word is, “thank you.”.

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Gatekeeper Closing Face-to-face Licensing 316

Engage Selling

JANUARY 15, 2020

Good deals get stuck when you lack access to the right people to successfully close a sale. There are two ways that lack of access occurs. The first way—as I’ve talked about recently—happens when you try to only go straight … Read More »

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Gatekeeper Closing Sales Meeting Meeting 122

The Sales Hunter

NOVEMBER 17, 2015

If you’ve been following for the past few weeks, I’ve been digging into 10 Ways to Get Past the Gatekeeper When Prospecting on the Phone. Today we’ve reached #9.

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Gatekeeper Prospecting Company Selling Skills 100