Pipeliner

AUGUST 18, 2018

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 A gatekeeper (at the risk of using an outdated term) is the person designated to keep a protective barrier or ‘screen’ around important or ultra-busy people. There are 3 reasons why gatekeepers still rock: They are paid to answer their phone.

Gatekeeper 61

Gatekeeper Social Media Guarantee Territories 61

LeadFuze

DECEMBER 30, 2019

These are the Gatekeepers. Your sales success depends on knowing how to get past the gatekeeper. If you have approach the decision maker directly, and you’ve been sidelined by the gatekeeper — that avenue of contact won’t work. You will need to find a way past the gatekeeper. Can I learn how to get past the gatekeeper?

Decision Maker 52

Decision Maker Gatekeeper Social Media How To 52

Mr. Inside Sales

APRIL 30, 2023

They pitch features and benefits instead of asking questions and qualifying. Problem: Salespeople talk too much when they finally get a prospect on the phone. They talk over their prospects and generally learn very little about what it takes to close a sale. Unlimited License: One to 100 reps can attend for one low price!

Sales Qualified Lead 212

Sales Qualified Lead Face-to-face Gatekeeper Licensing 212

Mr. Inside Sales

MAY 15, 2020

If you have benefited from my material or blogs and scripts I provide, then would you be willing to take a minute to nominate me? I need your help! . Each year, the AA-ISP recognizes outstanding service providers with their annual Service Provider Directory “SPD” Awards. . There are two categories below that would help me tremendously: .

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Face-to-face Gatekeeper Licensing Decision Maker 268

Pipeliner

MARCH 20, 2024

However, most are unaware of the gatekeepers residing within their mindsets. The specific issue is whether to solely work on behalf of oneself or find ways to partner, collaborate, and benefit the greater good. The reward is enormous, knowing we can benefit others by sharing the wisdom we gain over time. Celebrate Success!

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Gatekeeper Benefit Follow-up Motivation 80

Mr. Inside Sales

SEPTEMBER 26, 2020

Simple—salespeople love to pitch, to tell prospects of all the features and benefits, and to find the one selling point that might make the difference. We all know the importance of listening to our prospects and clients, so why are we doing so little of it? Unlimited License: One to 100 reps can attend for one low price!

Face-to-face 248

Face-to-face Gatekeeper Licensing Decision Maker 248

No More Cold Calling

JULY 29, 2021

Do sales reps demonstrate product features, or do they discuss the benefits for buyers? Bypass the gatekeeper and score meetings with decision-makers every time. Are salespeople asking the right questions to identify prospects’ problems and propose thoughtful solutions? What is their sales plan for following up? Save your money.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Mr. Inside Sales

OCTOBER 11, 2021

Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? How many times have you been told to build value when you get the price objection? Want a better way? Unlimited License: One to 100 reps can attend for one low price!

Objections 285

Objections Face-to-face Gatekeeper Licensing 285

Mr. Inside Sales

JUNE 20, 2021

It’s as if they think they just need to tell the prospect more, or list endless benefits and that at some point the prospect will say, “Ah, yes! That’s what I needed to hear!”. Sadly, pitching more when you hear a possible negative is exactly the wrong thing to so. Unlimited License: One to 100 reps can attend for one low price!

Face-to-face 217

Face-to-face Gatekeeper Licensing Decision Maker 217

Mr. Inside Sales

APRIL 30, 2021

Either way, sales reps—both newer and more experienced—will always benefit from a proven, best practice approach. Dig out the most current version of your script and scripted rebuttals, and use them again. Don’t have any scripts? Then buy 500 proven scripts here. Get yours, and start painting your masterpiece today!

Face-to-face 247

Face-to-face Gatekeeper Licensing Decision Maker 247

Zoominfo

MAY 8, 2019

Bypass gatekeepers. Secretaries, administrative assistants, and phone operators are often referred to as gatekeepers in the world of sales. Of course, it’s not impossible to gain access to top sales prospects by first speaking to a gatekeeper. Spend less time searching and more time selling. It’s a “must-have.”

Data 193

Data Sales Process B2B Company 193

Mr. Inside Sales

NOVEMBER 2, 2020

But seriously, {first name}, this (product/service/investment) has some great features that aren’t readily available in the (demo/material/information) I sent you, and it’ll only take a couple of minutes to find out if they would be a fit or benefit for you. Unlimited License: One to 100 reps can attend for one low price!

Face-to-face 178

Face-to-face Gatekeeper Hiring eBook 178

Mr. Inside Sales

JUNE 7, 2021

I was working with a new client this week, and I listened to a recording of their presentation and it went like this: Hello, how are you doing—brief rapport building Deep dive into their presentation—including features and benefits Qualifying to see what the client was most interested in. How does this sound to you?

Face-to-face 186

Face-to-face Gatekeeper Licensing Decision Maker 186

Mr. Inside Sales

APRIL 2, 2021

Focus on the direct benefits to your specific type of customer. , I’m going to give you two rules for developing an effective elevator pitch and then some examples that you can plug your product or service into. Here are the two rules: Make it brief – one sentence is best, two short ones if absolutely necessary.

Sales Qualified Lead 231

Sales Qualified Lead Face-to-face Advertising Advertising 231

MTD Sales Training

AUGUST 30, 2017

You’re not trying to fake your way passed a gatekeeper or anything like that, so just be straight up and honest. What you offer: This has to be a benefit to the prospect. If you’ve sold the benefits effectively, he should be willing to at least see you. What you want: An appointment would be good! So ask the prospect for one.

Cold Calling 196

Cold Calling Gatekeeper Call-back Energy 196

Mr. Inside Sales

NOVEMBER 24, 2019

But once they understand it, they actually find that they can benefit the most. Now over 200 powerful and effective scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more money! Let’s do this…”. Dive into your demo…]. Response #2: “I understand, and that’s perfectly OK.

Gatekeeper 158

Gatekeeper Face-to-face eBook How To 158

Mr. Inside Sales

NOVEMBER 24, 2019

But once they understand it, they actually find that they can benefit the most. Now over 200 powerful and effective scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more money! Let’s do this…”. Dive into your demo…]. Response #2: “I understand, and that’s perfectly OK.

Gatekeeper 156

Gatekeeper Face-to-face eBook How To 156

Mr. Inside Sales

APRIL 29, 2022

He then suggested that my next presentation might benefit from the success and momentum I had. Years ago, when I was telling the fourth sales rep of my latest big sale, my manager pulled me aside and asked me if I was excited by my successful close. Heck yeah!” Unlimited License: One to 100 reps can attend for one low price!

Face-to-face 156

Face-to-face Gatekeeper Energy Licensing 156

MTD Sales Training

OCTOBER 30, 2017

Learn How To Get Through Gatekeepers. You need to be able to identify a gatekeeper screen and also know how to get through them! Don’t go into the latest and greatest benefits of your products and services. Opening Is The New Closing. Spend a lot of time on perfecting your opening to your calls. Stick to your objective!

Cold Calling 210

Cold Calling Gatekeeper Decision Maker Objections 210

MTD Sales Training

SEPTEMBER 26, 2018

Your mindset should encourage you to see the benefits of your products to the prospect, and give you the attitude of helpfulness. 7) Plan for what to say if you meet a gatekeeper. A gatekeeper’s role is to ensure the decision-maker’s time isn’t wasted on calls of little or no value. 5) Write notes on what you want to say.

Cold Calling 215

Cold Calling Decision Maker Gatekeeper GoldMine 215

Smooth Sale

FEBRUARY 29, 2024

But most are unaware that ‘gatekeepers’ reside within our mindset, preventing us from achieving business growth and our desires. The specific issue is whether to solely work on behalf of oneself or find ways to partner, collaborate, and benefit the greater good. Our strides begin with us, the individual. Celebrate Success!

Hiring 108

Hiring Gatekeeper Media Benefit 108

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. If you have a few minutes I like to talk to you about how we can benefit your company. B2B companies receive countless sales calls, which are usually filtered through an operator or phone system.

Cold Calling 240

Cold Calling Data Hiring Intent Data 240

Mr. Inside Sales

FEBRUARY 5, 2021

The sooner you stop ad-libbing, and start following a better practice approach, the sooner you’ll reap the benefits above…. If you’d like a book of over 500 fresh, proven, and effective scripts, then click here. Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Face-to-face Hiring Sales Qualified Lead Gatekeeper 258

MTD Sales Training

JULY 9, 2019

5) Make friends with gatekeeper or secretary. Oftentimes, people on our sales courses ask for techniques to get ‘through’ the gatekeeper, or ‘overcome’ them. Try calling after normal hours, or delay an email to be sent at a very early hour, so they will see it first when they log on in the morning. We don’t subscribe to that view.

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Gatekeeper Decision Maker Call-back Up-Sell 276

Hubspot Sales

OCTOBER 26, 2022

Learn how to communicate with gatekeepers. You don't have to inundate a customer with emails and calls — desperately begging them to tell you about peers that could benefit from your product or service. Learn how to communicate with gatekeepers. Personalize your outreach. Capitalize on your inbound marketing.

Ideal Customer Profile 87

Ideal Customer Profile B2B Prospecting Gatekeeper 87

Hubspot Sales

APRIL 2, 2021

The Gatekeeper. The gatekeeper is usually an executive assistant or associate of the decision-maker. In some instances, it is beneficial to work with the gatekeeper to build trust with them and have them vouch for you with the decision-maker. Enter gatekeeper marketing. Build trust with gatekeepers.

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Decision Maker Influencer Gatekeeper How To 110

Anthony Iannarino

APRIL 2, 2019

Both of these statements represent part of the same truth, the first a result of gatekeepers controlling what was published, the second caused by the glut of content posted. When it was difficult and expensive to get attention, gatekeepers discriminated against what they considered weak material.

Gatekeeper 88

Gatekeeper Face-to-face Lead Rank Lead Scoring 88

Mr. Inside Sales

JANUARY 6, 2020

In fact, actual, structured, word for word messaging is largely ignored, and sales reps are encouraged to “go with the flow” by following a suggested, bulleted outline of features and benefits. And when they do, what you get is a version of the call listed above. Want to change your results this year? Who Should Attend?

Face-to-face 157

Face-to-face Inside Sales Gatekeeper Decision Maker 157

Mr. Inside Sales

SEPTEMBER 9, 2019

Remember, you’re selling customer benefits, not technology or product features.” When you do so, you’ll discover this truth: In selling, sincerity breeds prosperity.”. Quotes on the presentation: “Never forget a customer. Never let a customer forget you.” Frank Bettger. Show your customer how your product removes their problems.

Face-to-face 144

Face-to-face Gatekeeper Inside Sales Decision Maker 144

Zoominfo

NOVEMBER 20, 2019

In B2B sales, value is the financial benefit you get from a solution beyond the price you pay for it. Value is a financial benefit. Step 2: Show the benefit of the solution. And what benefit does it actually provide? Sales teams need to spend more time focused on benefits, which you can think of as the “So what?”

B2B 187

B2B Prospecting Case Study Scale 187

MTD Sales Training

AUGUST 28, 2013

We just love those conversations where you hear the customer say ‘You know…I think such-and-such would benefit from this as well!’ Imagine you call the referral and their secretary or gatekeeper answers. Getting time frames and firm appointments with the gatekeeper is powerful in this situation. ” or.

Referrals 120

Referrals Gatekeeper How To Cold Calling 120

The Sales Hunter

JUNE 25, 2019

Don’t focus on what you sell, but rather, on the benefits and outcomes you provide. Always know what you will say if a gatekeeper answers or you get the person’s voicemail. Below are 10 steps you need to follow to ensure you’re prepared to prospect. Check out my video where I further discuss these 10 items: 1.

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Prospecting VanillaSoft Gatekeeper Decision Maker 192

Hubspot Sales

NOVEMBER 26, 2019

The first person you talk to will usually be a gatekeeper , who is still a valuable contact to have. As you begin identifying who to reach out to, outline the benefits of your product, and be able to clearly articulate how your product can be of value. Connect with an associated gatekeeper. Create a decision maker persona.

Decision Maker 72

Decision Maker Sales Qualified Lead Gatekeeper Lead Rank 72

LeadFuze

JUNE 3, 2021

Gatekeepers. The existence of gatekeepers is the reason why your sales representatives can use tools like LinkedIn’s Sales Navigator. The existence of gatekeepers is the reason why your sales representatives can use tools like LinkedIn’s Sales Navigator. This eliminates gatekeepers from the process and increases sales velocity.

Hiring 98

Hiring Sales Qualified Lead Gatekeeper Decision Maker 98

Mr. Inside Sales

OCTOBER 25, 2019

Why not lead your prospect into the sale by referring back to the benefits he or she is going to get by working with you? Moreover, they are uninspiring, a bit weak, and, frankly, don’t inspire much confidence or excitement, do they? Why not be more convincing and enthusiastic? Try this: “{Prospect}, great speaking with you again.

Follow-up 120

Follow-up Closing Face-to-face Call-back 120

Mr. Inside Sales

APRIL 22, 2019

In an attempt to throw endless features and benefits at a prospect in the hope that one of them may be the one thing they are looking for, what happens is that sales reps often disclose too much information, and this actually introduces objections. Who Should Attend?

Closing 169

Closing Face-to-face Inside Sales Gatekeeper 169

Mr. Inside Sales

APRIL 15, 2019

But those who do—and it only takes about 90 days to change a habit and get immeasurably better—enjoy a lifetime of benefits. Will most sales people and managers reading this start improving their skills and begin practicing perfection? In my experience, sadly, no. And it all starts by practicing perfection—rather than poor sales skills.

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Face-to-face Inside Sales Gatekeeper Decision Maker 143