Always Thank The Gatekeeper

The Pipeline

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).

#1 Way Account-Based Sales Reps Resolve the Gatekeeper Problem

No More Cold Calling

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. Trying to get past the gatekeeper is a waste of time. Want to land and expand?

To Get Past More Gatekeepers, Just Get In The Gate

MTD Sales Training

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).

Learn How to Get the Gatekeeper on Your Side

No More Cold Calling

Getting past the gatekeeper shouldn’t be so daunting. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? The dreaded gatekeeper. The Gatekeeper Is Not the Enemy. Are You Always Successful at Getting Past the Gatekeeper?

Want to Reach a Prospect? Call Accounts Receivables.

The Sales Hunter

I know this next tip may seem odd in my 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. Here is number 6: Call and ask for Accounts Receivables. I have found it to be effective at times, though. Every company is eager to collect all of the money they can, […].

Identifying Sales Prospects: Gatekeepers, Influencers, and Decision Makers

Hubspot Sales

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.

The Gatekeeper in Sales Still Holds the Key

Pipeliner

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 A gatekeeper (at the risk of using an outdated term) is the person designated to keep a protective barrier or ‘screen’ around important or ultra-busy people. Common titles or job descriptions for traditional gatekeepers might include executive assistants, departmental administration or even the multitasking receptionist.

Don’t Do This in Getting Past the Gatekeeper

Pipeliner

It read, “How to handle gatekeepers and reach decision-makers.”. Some of the very questionable advice offered was: Get around a gatekeeper by calling the company’s sales department or accounts department (or another location or division) and asking them to transfer you directly to your prospect. Tell the gatekeeper that your prospect is expecting your call when they aren’t. When talking to the gatekeeper, leave out your company name.

This Is Why Your Lead Generation Process Isn’t Working

No More Cold Calling

Yet, nearly 80 percent say they don’t always get past the gatekeeper. Why can’t they get past the gatekeeper? Breeze Past the Gatekeeper with Referral Sales. It’s the #1 way for your sales reps to land and expand in their named accounts.

Why Asking for Referrals Isn’t All That Matters for Account Based Selling Teams

No More Cold Calling

As you probably know by now, my point of view is that referral selling is the most powerful account based sales development strategy, and it’s the only effective use of salespeople’s time. To clarify: It is the #1 outbound prospecting method for account based selling teams.

[Part 3] Execute on Account-based Marketing: Value Selling to Stakeholders at Key Accounts

LeveragePoint

Account-Based Selling (ABS) is necessary to execute effectively on Account-Based Marketing (ABM). Part 1 of this blog series focused on Value Propositions as the most important piece of content for B2B Account-Based Selling. Stakeholders within an Account. Gatekeepers.

Data-Agnostic? See How Data Quality Affects ROI in This A/B Test

DiscoverOrg Sales

In Account-Based Sales Development (ABSD), data quality is critical for scaling effectively. Agents were provided with only the account name and the contact’s title and phone number. 50% fewer encounters with gatekeepers.

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[Part 4] Execute on Account-Based Marketing: Account-Based Value Selling Addresses 5 Sales Challenges

LeveragePoint

For many marketing teams, Account-Based Marketing (ABM) is at the top of their priority list. Marketing professionals, knowing they can’t close deals on their own, understand that Account-Based Selling (ABS) is necessary to execute effectively on ABM. The Question for Marketing.

8 Ways to Use BASHO Emails in Cold Email Outreach – With Examples

DiscoverOrg Sales

They’re a critical part of personalized prospecting and account-based strategy. A “BASHO email” is a fancy-pants name for a very personalized B2B email , usually addressed to a decision maker at a high-value account. When you’re using an account-based strategy.

The Truth About Why Salespeople Get No Respect

No More Cold Calling

Sales leaders complain that their account based sales teams don’t get enough qualified leads, their pipelines are fluff, gatekeepers block their access to the C-suite, and the sales process is way too long. What Buyers Really Think About Your Account Based Sales Teams.

Success Secrets from Eric Schmidt, Reid Hoffman, and Adam Grant

No More Cold Calling

Top account based sales reps don’t sit back and wait for prospects to call. Persistence isn’t just key to success in account based sales. Persistence and Curiosity: A Winning Combination for Account Based Sales. Successful account based sales reps don’t just pitch solutions.

May Referral Selling Insights

No More Cold Calling

Sales is still about people buying from people, especially in account-based sales, where relationships are the key to land and expand within client enterprises. When Asking for Referrals Can Hurt Account-Based Sales. Read “ When Asking for Referrals Can Hurt Account-Based Sales.”).

Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

Time to plan your next marketing campaign or start prospecting into your top accounts! Sales calls the wrong people or reaches a gatekeeper, where they will ultimately get turned away or begin the tedious process of calling up the chain. An account executive or a CRO?

Myth Busters: 3 Sales Intelligence Assumptions Dispelled

DiscoverOrg Sales

It should reduce time spent prospecting; offer sales development reps (SDRs) an opportunity for smart expansion into new markets; let sales reps identify the 3% of any industry’s target accounts that are active buyers … and a whole lot more. Account-based marketing can use sales intelligence for a new level of personalization. These problems are mitigated with a new suite of more sophisticated data intelligence offerings in account-based marketing (ABM) campaigns.

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Don’t Let Your Sales Team Get Spooked: October Referral Selling Insights

No More Cold Calling

No, Halloween isn’t so scary, but account based sales can be. Yes, there’s lots that’s scary about account based selling. Find out how in my blog posts from this month: Why Your Account Based Sales Team Will Never Be Good at Referrals.

Growth Begins with Data—and Your Competitors Already Know It

DiscoverOrg Sales

Cracking a tough sales account was once like striking oil. Sales reps aiming to displace the current provider were stuck dialing into dead-end corporate switchboard phone numbers, getting stonewalled by gatekeepers, never to reach their buyer’s voicemail box—let alone pitch their product to a decision-maker. All of that changed with access to high quality sales intelligence and emphasis on Account-Based Everything (ABE). What accounts are actively researching this topic?

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The Power of Sales Intelligence #1: Data quality and management

DiscoverOrg Sales

Time to plan your next marketing campaign, or start prospecting into your top accounts! Sales calls the wrong people or reaches a gatekeeper, where they will ultimately get turned away or begin the tedious process of calling up the chain. Not only do you have to worry about the churn at your target accounts, you need to worry about internal churn. An account executive or a CRO? You just acquired a list of names, phone numbers, and email addresses.

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3 Email Deliverability Mistakes You’re Making Right Now

DiscoverOrg Sales

And unless you’re cleaning your email lists on a similar timeline, you’re likely sending a large number of emails to accounts that are no longer active, let alone responsive. ISPs and email providers are the gatekeepers, and they’re employing increasingly sophisticated algorithms to ensure their users are only getting the email they want.

Reps Not Closing? Pay Attention to Your Sales Pipeline

No More Cold Calling

As a result, they breeze right past the gatekeeper. Account Based Sales sales pipelineCold leads won’t get your team to quota. Closing is never the problem. Never” is a bold statement, but savvy sales leaders recognize that closing is the easy part.

How to Cold Call for Sales | Cold Calling Techniques that Really Work

Mr. Inside Sales

But just ask account managers and inside sales managers if they still have to prospect and cold call to develop leads and they’ll tell you absolutely! Cold calling mistake #1: Don’t pitch the gatekeeper. To start with, the gatekeeper doesn’t want to hear your pitch.

How to be great at sales and still get sacked

Sales 2.0

One of my favorite sales frameworks, in Miller Heiman’s Strategic Selling , shows sales people how to navigate the politics of a target account to make a big sale. Your own company has decision-makers, gatekeepers and users.

Call low

Sales 2.0

The biggest item we lack in sales is information—information on what is going on at our target account and what our target prospect actually needs. You can talk to other sales people at the company, assistants (yes, be nice to “gatekeepers”), basically anyone that will fill you in.

How to be great at sales and still get sacked

Sales 2.0

One of my favorite sales frameworks, in Miller Heiman’s Strategic Selling , shows sales people how to navigate the politics of a target account to make a big sale. Your own company has decision-makers, gatekeepers and users.

Improve Your B2B Sales Process with Company and Contact Data

Zoominfo

So, when we say company and contact data , we’re referring to information regarding your target contacts and accounts including contact information, firmographic data, technographic data, demographic data, and more. Bypass gatekeepers.

The Sales 2.0 Gift Horse

Sales 2.0

I thought it would be a good idea for my client to see if they could sell more to their existing top accounts (I’m quite the strategist you will note.) The first step to doing this was to get a list of those top accounts. What had they done to sell more to this top account?

The Harder You Work, The Luckier You’ll Get

Mr. Inside Sales

Things like: Working from Hawaii—or anywhere else in the world—family vacations to the best spots on earth, retirement & savings accounts that allow you to sleep soundly at night, driving any car you want to drive, etc…. “If

Do you Want to Succeed in Sales? Are you Fanatical About Success?

Steven Rosen

You’ll learn the secrets and techniques that top earners leverage to keep their pipeline and bank account full including: Why the 30-Day Rule is critical for avoiding debilitating sales slumps. The real secret to skipping past gatekeepers.

Call low

Sales 2.0

The biggest item we lack in sales is information—information on what is going on at our target account and what our target prospect actually needs. You can talk to other sales people at the company, assistants (yes, be nice to “gatekeepers”), basically anyone that will fill you in.

Pre-Order Power Phone Scripts Today!

Mr. Inside Sales

Here are just five examples of cold call rebuttals (there are five more in the book PLUS examples from the other calls (call-in and existing accounts)! Great news!

Why Is It So Hard to Ask for a Referral? [February Referral Selling Insights]

No More Cold Calling

Learn How to Get the Gatekeeper on Your Side. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? The dreaded gatekeeper. Read “ Learn How to Get the Gatekeeper on Your Side.”). It’s noisy out there.

IF You’re Going to Make Cold Calls, This is How to Do It

John Barrows

Less people are picking up the phone, some executives don’t even have office lines anymore, the layers of gatekeepers are getting thicker and harder to navigate. I still think we should segment off about 1 hour a day to do the research and make those type of calls to our top tier target accounts but after that, we need to get the volume up there. “Cold calling” is getting harder and harder to justify these days.

Think For Yourself

Anthony Iannarino

I have been called to account for the conflicts between earlier work and later work, but if you don’t change what you believe, you are not growing. One of the most dangerous changes, and in some ways equally great, has been the elimination of gatekeepers.

Pre-Order Power Phone Scripts Today!

Mr. Inside Sales

Here are just five examples of cold call rebuttals (there are five more in the book PLUS examples from the other calls (call-in and existing accounts)! Great news!

This Is How to Uncover Hidden Stakeholders and Win More Deals

Miller Heiman Group

Some companies intentionally hide them behind executive-assistant gatekeepers. Besides being an advocate for a solution, the Coach can be a source of information about the other buying influences in the account. This is the person who wants a seller to lose this opportunity or even the account. Wouldn’t life be easier if the only stakeholder a seller needed was the main point of contact? If only.

Do you value your selling time highly enough?

Sales 2.0

If you spend your pursuing “account A” because you won’t accept that they told you there is not a fit then you can’t spend that time on prospecting for some new accounts where there may be a great fit for your product. Pursuing an account involves a lot of work that takes a lot of time.