The Pipeline

OCTOBER 16, 2013

When I ask sales people what their biggest challenge is in getting to speak directly with decision makers they are targeting, and voice mail or gatekeepers are at the top of the list, (while call reluctance should be right there with the other two, they don’t usually volunteer that fact). This will primarily look at the latter.

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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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Mr. Inside Sales

APRIL 14, 2024

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. The saying I heard that I loved was this: “Learn to talk to yourself, rather than listen to yourself.” ON DEMAND SALES TRAINING THAT GETS RESULTS!

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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

Mr. Inside Sales

JANUARY 28, 2019

Are you still getting screened out by the gatekeeper ? Are you still getting interrogated with questions like: “Will he know what this call is about?”. “Is Is she expecting your call?”. In fact, just last week I was reviewing a client’s sales team’s calls, and I repeatedly heard many of the reps making these common mistakes.

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Gatekeeper Decision Maker Call-back Inside Sales 139

Mr. Inside Sales

JANUARY 19, 2024

Like this: “I’m sure you do, and that’s why I’m calling you today. I know it makes sense to have several vendors you can check pricing and availability with, and having another supplier in your back pocket is only going to help you, right?” [Get Get buy in here before you continue.] “So That’s what most blow offs are!

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No More Cold Calling

JANUARY 28, 2014

When I called to reconnect with a CEO I met at a conference, and who had invited me to contact her, her assistant, Joan, answered the phone. Joan asked me the purpose of my call. Joan said many cold callers lie and tell her the CEO asked them to call. A lot of them keep calling and calling, hoping to eventually get past her.

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Gatekeeper Referrals Cold Calling Small Business 227

Mr. Inside Sales

MARCH 17, 2024

Not only is it hard to get prospects back on the phone, when you do, you usually lead off with the ineffective opening line of: “Did you have a chance to review that email I sent you?” If you follow this strategy, then you’ll be ready to side step the email stall and get right back into qualifying! but face it—they rarely are.

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Mr. Inside Sales

AUGUST 18, 2017

Every month, I get emails from my readers asking me how to deal with gatekeepers. They get interrogating questions like: “Will he know what this call is about?”. Is she expecting your call?”. These and other objections frustrate sales reps to the point of them developing some serious call reluctance. Yes please.

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Mr. Inside Sales

MARCH 2, 2024

Have you ever interviewed for a job you really want, thought your interview went well, and then didn’t get called back for it? If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Hiring Face-to-face Gatekeeper Decision Maker 241

Mr. Inside Sales

APRIL 23, 2022

How many times have you been stopped by the gatekeeper asking you: “Will he/she know what this call is about?”. Is he/she expecting your call?”. In all likelihood, you yourself are creating this objection by the way you’re opening your dialogue with the gatekeeper. Have you spoken to him/her before?”.

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Gatekeeper Face-to-face Decision Maker Inside Sales 156

Mr. Inside Sales

MARCH 6, 2021

This may sound elemental, but I rarely hear sales reps use it when speaking with gatekeepers. Try it this week and watch yourself get further with gatekeepers than you ever have. I listen to hundreds of calls every month, and I rarely hear thank you (or please). When a gatekeep puts you through, say thank you.

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Gatekeeper Closing Face-to-face Decision Maker 316

Mr. Inside Sales

JULY 24, 2023

A few years back, my wife and I were on vacation in Venice, Italy, and we were having trouble navigating our way back to St. I still think back to that interaction, and it reminds me of how important it is to greet and treat others the way I’d like to be treated. Mark’s Square. Abruptly, I asked, “Where is St.

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Mr. Inside Sales

FEBRUARY 2, 2024

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. If you’d like 10 more, proven responses to this objection, click here and invest a few bucks in yourself. Need More Proven Responses to the Selling Situations You Face Every Day?

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Mr. Inside Sales

FEBRUARY 19, 2024

Questioning this objection is much better than saying, “Okay, when should I call you back,” which is what most sales reps say. If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Click here and get better tomorrow!

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Mr. Inside Sales

APRIL 14, 2023

Call me back as soon as you can…” just reeks of a tricky salesperson calling. The proven formula is simple: Leave your name, company name, and a brief reason you’re calling (especially one that includes a benefit for your prospect), and then leave your phone number SLOWLY and twice. So do your prospects. Believe me.

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Mr. Inside Sales

NOVEMBER 20, 2023

I wasn’t home, but he pitched my wife and said he’d come back. Finally, I called Google Fiber and the next week they came out and ran cable to the side of my house where my existing Internet enters the home. It takes persistence, a proven sales cadence, and many calls to finally persuade a qualified buyer to buy from you.

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Google Face-to-face Gatekeeper Decision Maker 222

Mr. Inside Sales

MAY 11, 2023

Should I go back to school?” While managers want you to jump on the next call, go from a negative experience and be positive again and “smile and dial,” you know how hard that is. Just accept it and get back to neutral. or actually get back to the script?). I wonder what I can sell that’s easier than this?” And on and on.

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Mr. Inside Sales

AUGUST 4, 2023

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Click here and scroll to the middle and sign up for free. Have a great week! Need More Proven Responses to the Selling Situations You Face Every Day?

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Mr. Inside Sales

OCTOBER 1, 2023

Can you call me back at (phone number)? This is one of the oldest poor sales techniques in the world, and it just SCREAMS: I’m cold calling and trying to trick you into calling me back! Here’s what’s better: First, you have to let the caller know what company you’re calling from and the reason for the call.

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Mr. Inside Sales

OCTOBER 14, 2023

.” –William Durant “All the mistakes I ever made were when I wanted to say ‘No’ and said ‘Yes’ ” — Moss Hart “Enjoy the little things, for one day you may look back and realize they were the big things.” Need More Proven Responses to the Selling Situations You Face Every Day?

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Face-to-face Gatekeeper Decision Maker Licensing 259

Mr. Inside Sales

JULY 20, 2021

This powerful CD (or MP3 Download) will instantly improve your ability to: • Get past gatekeepers. If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. (July 20 th to July 26 th , midnight). Click Here to read about the program.

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Gatekeeper Decision Maker Face-to-face Licensing 315

Mr. Inside Sales

MARCH 12, 2022

Usually, they asked it this way: Gatekeeper: “Thank you for calling the Johnson company.”. The problem with this is you’re A) Identifying yourself as a sales rep, and B) You’re now inviting the gatekeeper to qualify you out. Here is a better way: Gatekeeper: “Thank you for calling the Johnson company.”.

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Gatekeeper Prospecting Face-to-face Decision Maker 156

Mr. Inside Sales

JULY 9, 2023

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Hundreds of other sales reps are already enjoying an amusing or enlightening quote in the middle of their week—you should, too! Sign up today. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Mr. Inside Sales

MARCH 2, 2023

Tired of leaving tons of voicemails and not hearing back from anyone? Incorporate these proven techniques and give yourself the best chance of hearing back from prospects: #1: Use the “I need a little help, please…” technique. 2: Next, make sure and let them know you’ll be brief when they call you back. . #2:

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Mr. Inside Sales

AUGUST 18, 2023

Get it wrong, and that could mean the end of your call—and your chance to make a sale. You MUST let them know that YOU know they are in a hurry or not happy to receive a sales call. If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today.

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Mr. Inside Sales

JULY 30, 2021

If you found this article helpful, then you’ll love Mike’s eBook, “The Complete Book of Phone Scripts” with over 130 pages of powerful and effective scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more money! Happy Selling! ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Closing Gatekeeper Face-to-face Decision Maker 334

Mr. Inside Sales

MAY 14, 2022

Most sales reps beat around the bush and are timid, hesitant, and resistant to taking control of the call. An example is how most sales reps open their calls. What these approaches have in common is they are passive, and they give the gatekeeper control of the call. They are assumptive. Is Dave Anderson available?”.

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Gatekeeper Face-to-face Decision Maker Licensing 235

Mr. Inside Sales

JANUARY 6, 2024

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! Unlimited License: One to 100 reps can attend for one low price!

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Mr. Inside Sales

JUNE 25, 2022

I have listened to thousands of sales calls over the years, and I spend the majority of my coaching and training hours listening to sales calls even today. 2: If you’re speaking with a client and you’re asking if they need to order anything, don’t say: I’m just calling to see if you need anything today? . #2:

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Gatekeeper Face-to-face Decision Maker Licensing 156

Mr. Inside Sales

OCTOBER 19, 2015

One of the biggest mistakes many inside sales reps make is pitching the gatekeeper. To start with, the gatekeeper is just that – someone whose job it is to screen salespeople from getting through to the decision maker. Again, they are gatekeepers – not decision makers. So, what to do? In this case it’s O.K.

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Gatekeeper Decision Maker Sales Qualified Lead Call-back 120

Mr. Inside Sales

MARCH 17, 2023

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. And isn’t that what you want to do? Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Decision Maker Face-to-face Gatekeeper Licensing 261

Mr. Inside Sales

JANUARY 7, 2023

Step Three: Record your calls. When listening to your calls, find ways to improve. If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Perfect for reps dealing with the following issues: Reps struggling with call reluctance.

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Mr. Inside Sales

JUNE 26, 2023

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. I hope you have a great week ahead, and if you hear a good quote, please respond to this email and share it with me! Need More Proven Responses to the Selling Situations You Face Every Day?

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Mr. Inside Sales

SEPTEMBER 17, 2023

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. and will offer you ways to capture the peace and contentment you may be looking for. Need More Proven Responses to the Selling Situations You Face Every Day?

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The Sales Hunter

OCTOBER 27, 2015

I’ve been exploring 10 Ways to Get Past Gatekeepers When Prospecting on the Phone, and today we are at number 3: Call back before 8 AM or after 5 PM. Most gatekeepers work traditional hours, so calling either before 8 or after 5 may allow somebody else to answer the phone. This approach is […].

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Gatekeeper Call-back Prospecting Cold Calling 100

Mr. Inside Sales

APRIL 2, 2023

The other was a vague message from someone named, “Ty” who just said, “Hey Mike this is Ty; call me back when you can. “ Now here’s the problem: They both left their phone numbers so quickly that I had to listen back to the message four times—all the way to the end, by the way—before I was able to write down their whole number.

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