No More Cold Calling
JANUARY 14, 2021
Register for Back in The Black Sales TV—first episode on January 19. The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. Why am I doing a monthly Sales TV Show? 4 Ways to Get Past the Gatekeeper: (No Tricks Required). Always free.
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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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.
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). This usually refers to sales people making cold or warm calls.
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. 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.
Mr. Inside Sales
DECEMBER 4, 2019
When he entered the store, I recognized him from many years before when we were both struggling inside sales reps trying to sell investments over the phone. He asked me what I was up to these days, and I told him I had become a consultant in inside sales, and that I was off to work with a new client. His name was John. Yes” I said.
Bernadette McClelland
JANUARY 15, 2017
Very much like the sales profession. On my return home, I was asked to prepare for an interview and one of the questions was whether I had seen any changes over the past few years in the B2B sales space and if so, what were those changes? Besides many today have their own gatekeepers. But the drawer is empty today.
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