Handling the Gatekeeper and Engaging Executives

Sales and Marketing Management

If your offerings are $50K or higher, be prepared when following up to talk with people that: Don’t have the authority to buy. Long sales cycles. Executives are more likely to have admins (often referred to as gatekeepers) that invariably will ask a question that sends shivers down many sellers’ spines: “Who is this and what is it regarding?”. Let’s take a step back and more closely consider the term “gatekeeper.” Handling Gatekeepers.

5-Step Plan to Penetrate the Market in 90 Days (In Any Industry)

Sales Hacker

In sales, no matter how much you may wish otherwise, the fact is a prospect buys on their own timeline. If they won’t buy today, you must develop a plan to stay in touch until they do. The total number of touches were evenly split between pre-sales (53%) and the sales cycle (47%).

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Who needs to change – buyer or seller?

Bernadette McClelland

Are sales cycles either nonexistent or getting even longer? Have gatekeepers had some form of combat training? The problem is not you or the sales cycle – they are just symptoms of the real problem. 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. Who needs to change – buyer or seller?

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Leverage Your Personal Brand to Drive Sales This Quarter and Beyond

Sales Benchmark Index

The reality is that B2B buyers today will progress almost 60% of the way through the buying cycle before they ever engage a sales rep. As a quota carrying sales rep, you have a number to hit. The year is well under way.

How to Measure Sales Fitness

Sales and Marketing Management

Think of someone who disrupts an executive’s day by getting past the gatekeeper explaining he/she knows that person and is following up ‘our previous discussions’ – yeah right! Successful salespeople will conduct detailed research in advance and ask professional, yet probing questions to move the buy cycle forward. . Marketing automation allows reps to manage inbound web traffic, qualify leads as ready to buy now or in the future.

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6 Reasons to Walk Away from a Deal

Sales Hacker

You’ve ended up being trapped by the gatekeeper. If the buyer is this far along their buying cycle, you’ve missed the opportunity to influence their thinking, and winning the deal is going to be a long shot. Why successful sales people walk away.

The 7 Most Common Objections During Prospecting and How to Overcome Them

Hubspot Sales

The Gatekeeper. When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. A crucial yet overlooked aspect of objection handling occurs at the very beginning of the buying process, during prospecting.

An Open Letter to Social Sellers Everywhere

Tony Hughes

Any advanced selling system is based on the fundamentals however you have to leverage a process and acknowledge the nurturing required for an effective sales cycle to happen in social environs over time. People buy from those they like and trust; it's an immutable law of selling.

Sales Strategies: How To Open-Source & Crowd-Source Your Selling! By John O’ Gorman

Sales Training Advice

In addition to higher win rates, referrals can result in faster buying cycles and improved sales performance. The ASG Group uses its ground-breaking research into modern buying practices to help sales team selling to complex/demanding buyers and procurement executives. Recommended Reading Gatekeepers By Sharon Drew Morgen Salespeople – Position Yourselves with Power By Dave Kahle Who says image is everything? By Jeff Hardesty Do Ya Wanna Buy?