No More Cold Calling

MAY 18, 2017

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. This is just the latest stupid advice I’ve read about how to bypass the gatekeeper and get decision-makers on the phone. Seriously?!

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Gatekeeper Account Referrals Decision Maker 224

Hubspot Sales

OCTOBER 5, 2021

Sales development representatives and gatekeepers. only to get stopped by a gatekeeper. Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to make a sale. How to Get Past the Gatekeeper When Cold Calling.

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Gatekeeper Decision Maker How To Cold Calling 128

Mr. Inside Sales

APRIL 14, 2024

I just need to put in a little more effort, and when I do, I’ll find buyers—just like everyone else is!” “I What this means is that rather than let that random, negative self-talk just pour into you, you should instead talk back to yourself in advance and feed the positive self-talk you need to succeed.

Face-to-face 177

Face-to-face Gatekeeper Licensing Decision Maker 177

Hubspot Sales

DECEMBER 22, 2017

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. Other options include selling to or working with the gatekeeper.

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Decision Maker Gatekeeper Influencer Prospecting 141

Mr. Inside Sales

MARCH 17, 2024

Try this technique yourself and watch as you begin qualifying real buyers, or disqualifying those who just want to get you off the phone… And if you’d like more scripted rebuttals to this and many other objections and selling situations, then pick up a copy of my new, best-selling book on phone scripts. How great will that be?

Face-to-face 243

Face-to-face Sales Qualified Lead How To Gatekeeper 243

Crunchbase

JUNE 24, 2021

The emergence of buyers in the sales process. The buyer is in charge now, and they don’t want the old method of tech sales gatekeeping and jumping through hoops. The buyer is in charge now, and they don’t want the old method of tech sales gatekeeping and jumping through hoops. What does the modern buyer want?

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Buyer B2C Gatekeeper B2B 122

Mr. Inside Sales

NOVEMBER 20, 2023

It takes persistence, a proven sales cadence, and many calls to finally persuade a qualified buyer to buy from you. One voice mail isn’t enough. One email (even if you’ve spoken to someone), isn’t enough. This week ask yourself: Are you following AT&T’s marketing efforts? Or Google Fibers?

Google 222

Google Face-to-face Gatekeeper Decision Maker 222

Mr. Inside Sales

APRIL 30, 2023

They may get some leads out and set up some “demos or presentations,” but because they didn’t discover whether a prospect was truly a buyer and in the market at that time, their close rate is a disappointing 2 sales out of 10 full presentations…. Compare that with your own close rate or your team’s closing percentages. Try it today.

Sales Qualified Lead 212

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 212

Mr. Inside Sales

FEBRUARY 19, 2023

Yep, two out of ten prospects you speak with turn into buyers. There are many other qualifying questions, of course, and I’ve written about them in detail and given you word for word scripts and questions to make it easy on you, but the above questions will always reveal who the two out of ten buyers are.

Face-to-face 255

Face-to-face Gatekeeper Decision Maker Licensing 255

Mr. Inside Sales

MARCH 17, 2023

By getting the answers to these questions, you can stop spending time with non-qualified prospects, and spend more of your valuable time with real buyers. Plus, they know that most of the “prospects” they speak with don’t turn into a deal anyway, so, why not learn who is a real prospect right from the get go?

Decision Maker 261

Decision Maker Face-to-face Gatekeeper Licensing 261

RAIN Group

FEBRUARY 13, 2019

Sellers often complain that it's impossible to get through to buyers. Gatekeepers are tough. Buyers are busy. In fact, 82% of buyers say they accept meetings at least sometimes with sellers who reach out to them. This article was originally published on the Sales Enablement Society. Calls go to voicemail.

Buyer 91

Buyer Influencer Gatekeeper Sales Enablement 91

Mr. Inside Sales

FEBRUARY 3, 2023

You’ll find them below, and I guarantee that if you use them, you’ll not only identify buyers faster, but you’ll feel more confident, you’ll close more sales, and your income will grow— starting today. Want some quick (and easy!) tips that will make you better Right Away? Unlimited License: One to 100 reps can attend for one low price!

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Face-to-face Gatekeeper Decision Maker Licensing 233

Bernadette McClelland

NOVEMBER 2, 2011

Who needs to change – buyer or seller? Have gatekeepers had some form of combat training? One of the problems is that the buyer is no longer the buyer of yesterday, no longer the buyer that our traditional sales training was based on, and no longer the buying cycle we are used to.

Buyer 231

Buyer Gatekeeper Buying Cycle Loyalty 231

No More Cold Calling

JULY 29, 2021

The buyers had no idea why they were meeting, and the salesperson didn’t ask enough discovery questions to offer tailored solutions. This is not how you wow buyers, build relationships, and convert prospects into clients. Do sales reps demonstrate product features, or do they discuss the benefits for buyers?

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

The SalesPro Leader

OCTOBER 11, 2018

The article, 5 Ways to get Past the Gatekeeper originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers.

Gatekeeper 45

Gatekeeper Buyer Leads Marketing Qualified Lead 45

Mr. Inside Sales

AUGUST 13, 2021

Here are three things I do to avoid being ghosted: #1: Because prospects are pitched all the time, and because the majority of them are not going to be a buyer (at this time) for my services, a way I get them to reach back out to me is by offering them a way out. What to do? That’s right. 2: Make more calls without leaving a message.

Face-to-face 317

Face-to-face Call-back Gatekeeper Licensing 317

No More Cold Calling

APRIL 15, 2021

B2B salespeople all look the same to our buyers. Problem is, buyers don’t actually buy software. The trick to standing out from your competitors is getting in front of your buyers before they even know they need you, helping them identify the pain points they didn’t know were hurting, gaining their trust, and building a relationship.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

DECEMBER 6, 2019

The sales world has changed, our buyers have changed, and their preferred modes of communication has changed. In the digital world of today, where roughly two-thirds of the B2B buyers make their decision via online content, the rules of sales prospecting have changed. STOP Cold Calling. Want to succeed in sales?

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Cold Calling Social Media Telemarketing Referrals 365

MTD Sales Training

OCTOBER 5, 2018

Your search may bring up the details of the company buyer, but are they the person who is going to make the final decision? 3) Use the gatekeeper screen to get further information. Some salespeople dread talking to the gatekeeper (a person whose job is to filter approaches so the decision-makers don’t get hounded by sales calls ).

Decision Maker 242

Decision Maker Gatekeeper Face-to-face Influencer 242

Mr. Inside Sales

JULY 12, 2021

How would you like to have just one question that will almost always positively identify a buyer? Because it also identifies who is not a buyer—and they don’t want to hear no…. Buyers know when they are going to move, while shoppers don’t. Regardless of your industry, you can ask this question and identify a buyer.

Buyer 42

Buyer Face-to-face Gatekeeper Licensing 42

Mr. Inside Sales

SEPTEMBER 23, 2022

One of the most useful things you can do, however, is to embrace getting a no, and reframe it for what it is: Simply someone getting out of your way and helping you get to your next buyer faster. I realized a long time ago that I was going to get a lot more no’s than I was yes’s.

Face-to-face 156

Face-to-face Gatekeeper Licensing Decision Maker 156

No More Cold Calling

FEBRUARY 24, 2021

Are your buyers clamoring to talk to you? When the economy shrinks and companies cut budgets, buyers don’t want to talk to salespeople. Who are buyers going to talk to when they’re short on funds and stressed about the future of their organizations? My phone rang off the hook the last half of 2020. What’s old is new again.

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Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Mr. Inside Sales

JANUARY 8, 2021

And believe me, you’re not so bad that an interested buyer will be put off by you, so don’t worry! Once you adopt this attitude, the fear of being told no will fade. And regarding fumbling a good lead—my experience is that if a prospect is interested, then they’ll speak with you.

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Licensing 313

CloserIQ

AUGUST 5, 2019

When you’re selling to a mid- or lower-level buyer, it’s usually a multi-step process to get to the real decision-maker. But selling to C-level buyers requires a different approach than with typical buyers. They know what these buyers care about and how to get through to them. . Again, C-suite buyers don’t have time.

Buyer 89

Buyer Gatekeeper Decision Maker Vendor 89

Mr. Inside Sales

SEPTEMBER 20, 2022

Try this technique yourself and watch as you begin qualifying real buyers, or disqualifying those who just want to get you off the phone…. If you follow this strategy, then you’ll be ready to sidestep the email stall and get right into qualifying! How great will that be? Need More Proven Responses to the Selling Situations You Face Every Day?

Face-to-face 177

Face-to-face Gatekeeper Licensing Decision Maker 177

Sales 2.0

APRIL 23, 2020

Buyers are wondering what the future holds for their companies–and themselves–and are having a tough time committing to purchases. It’s a really tough time for most companies to sell their products and services. Much buying is “paused.” Deals are stuck in the pipeline and new opportunities are in short supply. A time to plan.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

Sales and Marketing Management

FEBRUARY 26, 2018

Author: Mike Schultz, President, RAIN Group Breaking through and setting sales meetings with C-suite buyers is tough. They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. Seventy-five percent of C-level and VP level buyers are influenced by customized offers. Pick up the Phone.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

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.

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Sales Process Data B2B Company 193

Zoominfo

SEPTEMBER 29, 2019

To add insult to injury, executive-level assistants are trained to be gatekeepers. SNAP—a B2B sales framework aimed at selling to the modern buyer—is a loose acronym explained below: S – Keep it simple. Today’s buyers are overwhelmed with similar products and services. Every step of the buying process should be easy.

B2B 190

B2B Gatekeeper InsideView Up-Sell 190

MTD Sales Training

JULY 9, 2019

By condemning the buyer as a fool for not seeing you is counterproductive and leads to your attitude being one of constriction and lack of advancement. So, what strategies can you consider that would help in the situations where you can’t get in front of the buyer? 5) Make friends with gatekeeper or secretary.

Gatekeeper 276

Gatekeeper Decision Maker Call-back Up-Sell 276

Zoominfo

AUGUST 5, 2020

If so, you know how tough it can be to connect with busy executives, To add insult to injury, executive-level assistants are trained to be gatekeepers. SNAP—a B2B sales framework aimed at selling to the modern buyer—is a loose acronym explained below: S– Keep it simple. Today’s buyers are overwhelmed with similar products and services.

B2B 162

B2B Gatekeeper InsideView Face-to-face 162

Hubspot Sales

OCTOBER 26, 2022

Understand your buyer personas — inside and out. Learn how to communicate with gatekeepers. It's a key component of any sale — one where salespeople identify, connect with, and ideally appeal to a potential buyer to set a deal in motion. Prioritize educating your buyer. Understand your buyer personas — inside and out.

Ideal Customer Profile 87

Ideal Customer Profile B2B Prospecting Gatekeeper 87

Zoominfo

APRIL 19, 2018

To add insult to injury, executive-level assistants are trained to be gatekeepers. Keep reading if you’re ready to bypass gatekeepers and set more meetings with the C-Level. SNAP—a B2B sales framework aimed at selling to the modern buyer—is a loose acronym explained below: S – Keep it simple. N – Be invaluable.

B2B 165

B2B Meeting Gatekeeper InsideView 165

DiscoverOrg Sales

APRIL 12, 2017

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. 50% fewer encounters with gatekeepers.

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Data ROI Scale Gatekeeper 222

Partners in Excellence

JULY 3, 2012

As sales people, we always are trying to get into our Buyers’ minds. I’m always fascinated by the machinations we go through to understand what’s going on in our Buyers’ minds. I’m always fascinated by the machinations we go through to understand what’s going on in our Buyers’ minds.

Buyer 94

Buyer Gatekeeper Automotive Maximizer 94

Alice Heiman

DECEMBER 6, 2022

Sales teams can no longer be gatekeepers of the buyer’s journey. We’ve created a process where the salesperson is a gatekeeper for information instead of giving it to consumers on their terms. Watch the podcast below or on our YouTube channel. It’s looking at the end-to-end customer journey and experience. [40:03]

Scale 125

Scale Outsourcing Services Hiring Sales Process 125

MTD Sales Training

AUGUST 30, 2017

These days, buyers are busier than ever, and even if they are available, may put their phones through to voicemail, simply because they don’t have time to take calls. You’re not trying to fake your way passed a gatekeeper or anything like that, so just be straight up and honest. But it needn’t be, if you prepare effectively.

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Cold Calling Gatekeeper Call-back Energy 196