How Do I Get Past the Gatekeeper?

The Sales Hunter

If there is one type of person every salesperson has more than a few pain-filled stories about, it is the gatekeeper. You don’t have to think that the gatekeeper is the person waking up in the morning with the sole intent to keep you out. Let’s first look at who is the gatekeeper.

Dealing Successfully With Gatekeepers

Mr. Inside Sales

Every month, I get emails from my readers asking me how to deal with gatekeepers. Don’t pitch the gatekeeper! or even if you don’t have the prospect’s name, you can find these and other answers in my new book, Power Phone Scripts.

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?

#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?

Book the Best Speaker for Your 2020 Event!

Mr. Inside Sales

By booking Mike Brooks, Mr. Inside Sales, you will ensure that your inside sales team returns to their offices not only pumped up, but also equipped with proven sales skills they can use to instantly perform better! The post Book the Best Speaker for Your 2020 Event!

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How To Get A Meeting With Anyone – Book Review

The Pipeline

Well there is good news, Stu Heinecke , has produced a book to help people contact and connect with the most difficult to contact people. “ Stu introduces the concept of Contact Marketing; a term he brings to full potential in the book. The other are Stu’s cartoons throughout the book.

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. Regard Gatekeepers as Precious.

This Is Why Your Lead Generation Process Isn’t Working

No More Cold Calling

Once they think they’ve found them, they try every trick in the book to reach them—cold calling, emailing, sending videos, pitching on LinkedIn (bad move), more cold calling, and unrelenting emails. Yet, nearly 80 percent say they don’t always get past the gatekeeper.

A Gift to Our Readers: MIS Wins 2019 Service Provider Award!

Mr. Inside Sales

For all of you who have supported me over the years, I’d like to give you a free sample from my new book, Power Phone Scripts. Chicago: AA-ISP Leadership Summit: I’d like to take a quick moment to acknowledge all my readers and clients who nominated MIS in two categories this year, 2019.

Internal and External Content for Sales

Anthony Iannarino

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. Now, with no gatekeepers, content proliferates unabated by any external force. Get my 3rd book: Eat Their Lunch.

Sales Mgmt: Do your team know how to prospect?

Your Sales Management Guru

The book is sub-labeled “Essential Scripts and Strategies to Skyrocket Sales Performance” and it delivers on that statement. Wendy broke the book into segments; Cold calling in the 21 st Century; Gatekeepers, Voice Mail and Email. Books

How Getting Referrals Got Me to the Protected C-Suite

No More Cold Calling

Larry introduced us via email, and Bill asked for a copy of my book, Pick Up the Damn Phone!: When I was certain Bill had received the book, I called his office, knowing I would speak with his executive assistant (or to use the sales term, his “gatekeeper”).

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

DiscoverOrg Sales

It’s easy to see the correlation between data accuracy and sales efforts: If phone numbers are correct and link sales reps directly to their buyers, they can spend more time talking to likely prospects at the other end of the line, rather than shaking down a phone tree of gatekeepers.

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

Steven Rosen

That’s why I am so excited to share a book that will make you a Ninja prospector and a Master sales person. If you want to succeed in sales, you need to get a copy of Jeb Blount’s latest book. Fanatical Prospecting is the most comprehensive book ever written about sales prospecting.

The Sales Presentation: Things to Keep in Mind

Mr. Inside Sales

Here is another excerpt from a really good book on sales I’ve been reading—and quoting from—this summer: “The Salesman’s Book of Wisdom” by Chriswell Freeman.

Current Prospecting Tips that Work

Mr. Inside Sales

First you have to deal with gatekeepers, receptionists, office managers, etc. Proven ways to deal with gatekeepers? Also, if you’d like a limited edition signed copy of the book, use this link to order. Do you hate prospecting by phone? Who doesn’t?” is probably your answer.

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

Mr. Inside Sales

Cold calling mistake #1: Don’t pitch the gatekeeper. A big mistake many sales reps make (both new and senior alike) is to immediately begin pitching the gatekeeper in the hopes that, once they understand how great your product or service is, they will put you through to the decision maker.

One Question to Close More Demos

Mr. Inside Sales

And the most important of these questions is this: After you’ve asked the other qualifying questions (for a full treatment of this subject, see my book, Power Phone Scripts ), you should end with this question: “And last question: If, after the end of this presentation, you say to yourself, ‘Yes!

Continuing Education: The Key to Immediate & Long-Term Success

Mr. Inside Sales

But an integral part of one’s training comes from books, recordings, sales meetings and training courses. “If From: The Salesman’s Book of Wisdom, Dr. Criswall Freeman. “Selling is a skill, and like all skills, it must be learned through study and practice.” – Thomas J. Watson. “A

Pre-Order Power Phone Scripts Today!

Mr. Inside Sales

My brand new book, published by Wiley & Sons: Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales , is now available for pre-order! Get Yours Today: Amazon , Barnes & Noble , Books-A-Million. Great news!

Think For Yourself

Anthony Iannarino

I have also written three books, recorded over 300 YouTube videos , and recorded over 100 podcasts. One of the most dangerous changes, and in some ways equally great, has been the elimination of gatekeepers.

Stop “Following Up,” and Start Closing

Mr. Inside Sales

Bottom line: As I explain in my book, Power Phone Sc ripts , the secret of sales is that 80 to 90% of the selling situations and objections you get are the same. How do you open your 2 nd or 3 rd. call to prospects whom you’ve already pitched?

Rejection in Sales: What to Do About It

Mr. Inside Sales

The Salesman’s Book of Wisdom , Dr. Criswell Freeman. Another great quote from this book which I’ve been featuring the last couple of weeks. “Rejection is an inevitable consequence of selling. Ironically, this fact is good news for the disciplined salesperson.

Thank You to My Readers: MIS Wins 2018 Service Provider Award!

Mr. Inside Sales

For all of you who have supported me over the years, I’d like you to give a free sample from my new book, Power Phone Scripts. Four ways to get past the gatekeeper. Stop pitching the gatekeeper – and what to do instead.

The Harder You Work, The Luckier You’ll Get

Mr. Inside Sales

From: The Salesman’s Book of Wisdom , by Dr. Criswell Freeman. “The only place where success comes before work is in the dictionary.”. Vidal Sassoon. The world remembers Thomas Edison as an inventor, but he was also a spectacular salesman.

How to get past the velvet rope

Sales 2.0

Meanwhile many of us “classically trained” sales people think of executive assistants as “gatekeepers”. As Stu Heinecke says in his book How to get a meeting with anyone just treat the assistant like a vice president in the company.

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Do This to Develop the Attitude of Top Producers

Mr. Inside Sales

When, as a busy consultant years later, I wanted to write my first book, I didn’t have the time I wanted to write (mornings). What I could do, however, was diligently write a weekly blog and organize it so I would write a little bit of the book each week.

If You Love Sales—Then Pass This On

Mr. Inside Sales

I found a short book called, The Salesman’s Book of Wisdom, by Dr. Chriswell Freeman, and the introduction on “The Joy of Selling” was so awesome, that I wanted to share the three paragraphs with you. “We are all salesmen every day of our lives.”. Charles M. Schwab.

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.

The Power of Optimism in Sales

Mr. Inside Sales

The Saleman’s Book of Wisdom, by Dr. Criswell Freeman. “It is never too late to be What you might have been.”. George Eliot. Leo Tolstoy observed, ‘Faith is the force of life.’ Faith is also the force behind successful selling.

Practice Doesn’t Make Perfect

Mr. Inside Sales

There are a lot of ways to get better: great books on sales, audio programs, pod casts, etc. We’ve all been taught that practice makes perfect, but it doesn’t. If it did, then we’d all be great golfers, tennis players, and sales reps. But we aren’t, are we?

May Referral Selling Insights

No More Cold Calling

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

Catch & Release: Not a Closing Strategy

Mr. Inside Sales

For more trial closes & tie downs, get a copy of our latest book: Power Phone Scripts ). I was onsite training in Montreal , Canada last week—a software company, hi everyone! and one of the sales reps brought up today’s quote as we were reviewing calls during the training.

The Power of Thinking BIG

Mr. Inside Sales

From: The Saleman’s Book of Wisdom, by Dr. Criswell Freeman. “Ask yourself this question: ‘How big can I dream?’”. Conrad Hilton. Ralph Waldo Emerson wrote, ‘The world is all gates, all opportunities, strings of tension waiting to be struck.’

Treasure Trove of Inside Sales Tips

Score More Sales

Have a discussion with a gatekeeper that makes him or her interested to forward you on. Now is the time, and this e-book is our share for you. Sometimes you get stuck and just need a dose of inspiration.

Pre-Order Power Phone Scripts Today!

Mr. Inside Sales

My brand new book, published by Wiley & Sons: Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales , is now available for pre-order! Get Yours Today: Amazon , Barnes & Noble , Books-A-Million. Great news!

How to get past the velvet rope

Sales 2.0

Meanwhile many of us “classically trained” sales people think of executive assistants as “gatekeepers”. As Stu Heinecke says in his book How to get a meeting with anyone just treat the assistant like a vice president in the company. Back in the day when I was selling technology to banks I used my social selling approaches to get a meeting with a super-senior executive in a super-large bank (you know it, but I can’t tell you which one on a blog post.).

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Three Ways to Get a Prospect to Respond

Mr. Inside Sales

I’ve written in my book, Power Phone Scripts , about the success I’ve had using a greeting card campaign to send a personalized card every month for year. I received this question from a reader of my blog last week: “Mike, I have a question for you.

Free Sales Training: 6 of My Favorite Sales Tips

John Barrows

Today there are more videos on YouTube than you could watch in your lifetime and more books on Amazon or Audible than you could ever get through even if you read one a day. You can do this with everything – gatekeepers, specific objections, etc.

Transforming Sales: Why Sales Organizations Will Have to Consider Their Data Strategy

Smart Selling Tools

My sales team used to send multiple emails to get our inbound leads booked for a demo – it was a lot of back-and-forth and great prospects were dropping off before we could get them booked. Transforming Sales: Why Sales Organizations Will Have to Consider Their Data Strategy.

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