Mr. Inside Sales

JULY 24, 2023

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. Note: If you enjoyed this article, then you’ll love my new book: The Owner’s Manual to Life: Simple Strategies to Worry Less and Enjoy Life more. You can find it here.

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Mr. Inside Sales

JANUARY 14, 2023

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. Getting screened out by the gatekeeper. Qualifying prospects.

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No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.

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Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. But what is B2B prospecting? What is B2B prospecting? B2B Prospecting Methods. Learn how to communicate with gatekeepers. What is B2B prospecting? Research, research, and research some more.

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Ideal Customer Profile B2B Prospecting Gatekeeper 87

Mr. Inside Sales

NOVEMBER 16, 2020

Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives? If not, start using it today: search my blog to read articles on how to do that.). Make a much better connection with your prospect or client because they will feel listened to and heard. You don’t take notes?

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Motivation Face-to-face Gatekeeper Licensing 332

Pipeliner

APRIL 17, 2018

It read, “How to handle gatekeepers and reach decision-makers.”. This, I thought, is an online article that would be great to share with my B2B sales team. Dial a number one or two digits different than your prospect’s number. When the unprepared person answers, ask them to transfer you to your prospect.

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Adaptive Business Services

JUNE 8, 2022

We will discuss these in future articles, but first …. Set aside time each day to prospect – Not doing so is the most common reason behind the commission roller coaster. Gatekeepers – State your name and company. Get the gatekeeper’s name. There are literally tons of sources for new business opportunities.

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Prospecting Lead Rank Lead Scoring Face-to-face 71

Zoominfo

MAY 8, 2019

This shift led to the intertwining of concepts and phrases like technographic data, sales intelligence, sales enablement, and sales prospecting tools. Consider contact and company data to be any data points you’d need to get in touch with the right prospects at the right time. Bypass gatekeepers.

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Data Sales Process B2B Company 193

No More Cold Calling

DECEMBER 6, 2019

Message to cold callers: Pestering strangers is NOT the way to prospect. 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. To gain access, sales professionals must abide by the new rules of prospecting.”. STOP Cold Calling.

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Mr. Inside Sales

NOVEMBER 2, 2020

I still get requests from clients, as well as readers, about how to handle getting blown off when they call a prospect back. Here are three proven scripts you can use the next time your prospect tells you “I looked it over and I’m not interested…. I’d like to revisit an objection and give you, once again, the scripts to deal with it.

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Mr. Inside Sales

MAY 22, 2020

So, what do you do to overcome the stalls at the beginning of this article? You go back to basics: you acknowledge them, and then go around them to either earn the right to have a conversation, or to qualify the prospect. Less than a week later, there was a red “sold” sign on it. That was quick. Response: “I totally understand.

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Mr. Inside Sales

APRIL 10, 2020

The good part is this prospect isn’t saying no, rather, he/she is saying, “It is best to reschedule this call.” As I wrote in my first blog article , now is the time to take your salesperson’s hat off and connect with people. Follow the word-for-word scripting I outline in that article to deal with this objection. Which it will.

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Mr. Inside Sales

JULY 25, 2020

If your sales process involves giving a presentation (virtual or otherwise), and at the end of it you provide pricing options and then close, then this article is for you. The most important step to get right is to: Get buy in from your prospect before you go into pricing!

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MTD Sales Training

JULY 9, 2019

Of course, the world doesn’t work that way, and there will be prospects and customers who will reject your advances and avoid you at all costs. Calling a dozen times doesn’t change the underlying dynamic that is causing your prospect not to see you. 4) DON’T judge the prospect because of their unwillingness to see you.

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Hubspot Sales

JULY 23, 2018

LinkedIn Prospecting Tips. Reach Out to Prospects in New Roles. See Who’s Commented On Your Prospects’ Posts. They keep their profiles in tip-top shape, look up their prospects' profiles before calling or emailing, and keep close tabs on what potential customers post in groups. How to Use LinkedIn for Sales Prospecting.

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Mr. Inside Sales

JANUARY 15, 2021

Once very couple of years, I like to re-run this article on the importance of asking questions as opposed to pitching. When you speak with a prospect for the first time, how much of your script is focused on describing and pitching your product or service as opposed to questioning and uncovering buying motives?

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PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. And poorly managed prospecting lists will result in seller fatigue. And poorly managed prospecting lists will result in seller fatigue. You’ll also find a roster of valuable prospecting techniques and an in-depth look into what makes for a good prospective customer.

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Ideal Customer Profile B2B Prospecting Top of Funnel 98

No More Cold Calling

JANUARY 29, 2020

What excites me is working with prospects and clients on referral selling and experiencing together the dramatic results they achieve. Also, here’s what you might have missed from No More Cold Calling this month: Learn How to Get the Gatekeeper on Your Side. The dreaded gatekeeper. What’s going wrong?

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Zoominfo

JULY 29, 2020

So unless you have your prospect’s direct contact info , you’re likely to have to deal with a gatekeeper receptionist. So whatever you pitch to your prospect needs to work for their purchase-savvy staff. Check out this recent article from sales expert, Tony Hughes! Cold calls? More like gold calls! Think: Intent data.

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Hubspot Sales

OCTOBER 5, 2017

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects? Sales Prospecting Techniques.

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Janek Performance Group

DECEMBER 6, 2021

For the rest of us, it’s time to make a list and check it twice and qualify the prospects that are naughty or nice. In this article, we will outline a few tactics you can deploy to ensure you end the year with a bonus in your stocking and not a lump of coal. Look for prospects in your CRM that went dark and are now missing in action.

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Mr. Inside Sales

MARCH 10, 2017

Don’t you hate it when you get back to your prospect, you’re ready to give a great pitch, you need the sale, and…and….they So here are three proven scripts you can use the next time your prospect tells you “I looked it over and I’m not interested…. they tell you they looked it over and they’re not interested! Wait a minute!

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RAIN Group

FEBRUARY 13, 2019

This article was originally published on the Sales Enablement Society. Gatekeepers are tough. Sellers often complain that it's impossible to get through to buyers. Buyers are busy. Calls go to voicemail. Email goes to junk. The list goes on. While getting through certainly isn't easy, sellers who work at it do get through.

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LeadFuze

JULY 13, 2023

This post aims to provide valuable insights into mastering the art of selling, from evading gatekeepers in B2B environments to closing tough customers effectively. Prospective customers are like gold mines – even if they don’t convert immediately, they can lead to easy deals down the line. How do you teach sales skills?

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No More Cold Calling

NOVEMBER 14, 2013

They’ve probably read the same sales blogs and articles, and they know how to use LinkedIn. With referral introductions from people your buyers know and trust, you walk straight into meetings with your ideal prospects. It’s not technology. The secret to real sales success: Relationships. The Early Bird Gets the Worm.

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LeadFuze

JUNE 3, 2021

Thus, this article will help you decide how to assign leads and prospecting responsibilities , as well as show you how you can optimize the 7-step sales process for your representatives. The ideal sales representative is the one who can do both the prospecting and the closing , especially if you’re in a dynamic field of work.

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PandaDoc

JANUARY 11, 2021

That’s why your sales team should always have appropriate cold calling scripts at hand before they approach a prospective client. That’s the key to preparedness, so you know your salespeople are ready to deal with any type of prospect in any situation when presenting their pitch. Befriending The Gatekeeper.

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SalesLoft

JUNE 26, 2018

Incorporating LinkedIn InMail into an outbound strategy is an excellent way to engage prospects. In fact, 82% of prospects are reachable through social media. Combine InMail with Other Prospecting Techniques. Phone calls and emails are essential prospecting methods, but InMail adds an extra layer. Bypass Gatekeepers.

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No More Cold Calling

SEPTEMBER 27, 2011

If your biggest sales challenges are: Getting double-digit returns on your sales prospecting approaches. Getting past the gatekeeper to your decision-maker. Converting key prospects to paying clients. Hating prospecting and wanting more sales time with qualified prospects. No More Cold Calling OnDemand™.

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Janek Performance Group

OCTOBER 17, 2022

The prospect is not returning my calls. The gatekeeper keeps dropping my calls into voicemail. In this article, we’ll discuss why creativity is a superpower in sales, and how the unimaginative can ignite their inner Walt Disney. Make more calls, send more emails…prospect…prospect…and more prospecting.

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Mr. Inside Sales

FEBRUARY 25, 2018

Here is a brief list of what I learned: I talked over prospects. I completely mishandled the gatekeeper (it was no wonder I rarely got through). I didn’t listen to my prospect’s tone or to whether they were open or annoyed—I just barreled on. I sounded like a salesman. I didn’t build any real rapport.

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Fill the Funnel

MARCH 6, 2014

Consider some of the changes that have occurred as a result of technology and tools: Prospect Research. Old Rule: It was not too many years ago that one of the key activities of a sales rep was the annual process of requesting a copy of each prospects printed Annual Report. The Gatekeeper. Preparing Quotes and Proposals.

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Tools Gatekeeper Proposal Decision Maker 129

Tenbound

JANUARY 26, 2024

Segment your prospect list based on specific criteria and tailor your language and content to each segment. Targeting Competitors’ Followers for New Prospects Identifying Potential Customers Among Competitor Followers Your competitors’ social media followers can be a goldmine of potential customers.

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Sales Hacker

OCTOBER 28, 2022

The hard but high-value, long-term stuff — QBRs, prospecting executives, planning — is done in the prefrontal cortex, where “deep work” happens. Gatekeeper in your way? For Melissa — with a background in teaching and broadcast news — that super power turned out to be video prospecting. Always multithread. “If Ask about it.

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LinkedIn Lead Rank Call-back Enterprise 84

Sales Hacker

AUGUST 29, 2022

In this article, we’ll examine: What actually leads to data-driven growth. Unless there are legal or privacy reasons that prevent it, keep data open and accessible to everyone rather than locked up with gatekeepers. RELATED: Using Storytelling In Sales to WOW Your Prospects Into a Deal. Listen to the episode. Keep data open.

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Data Hiring Sales Qualified Lead Gatekeeper 87

Hubspot Sales

JULY 9, 2018

Building a relationship with prospects -- before reaching out over email -- allows you to foster trust, provide value, and ask for their email personally, which skyrockets your chances of a reply. But is this really the best way to reach prospects? Subscribe to your prospect's email list. So, what does this tell us?

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Frontline Selling

DECEMBER 16, 2022

On the one hand, they shower love on their SDR’s because (let’s face it) their job of sales prospecting is really, really hard! (Oh, Even before that split-second decision, the prospecting effort is made even more difficult because SDR’s are constantly faced with many little decision points throughout the sales prospecting process.

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