Zoominfo

MAY 6, 2018

Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. Essentially, gatekeepers hold the key to B2B sales success. If you can’t convince a gatekeeper you’re important, you can kiss that sale goodbye. Treat gatekeepers with respect. Use the gatekeeper as your resource.

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Gatekeeper B2B Decision Maker Cold Calling 203

Mr. Inside Sales

OCTOBER 22, 2018

One of the biggest mistakes I still hear sales reps making is pitching the gatekeeper or receptionist in hopes of them being so impressed that they will put them through to the Decision Maker (DM). The information they need to route the call is your full name and the name of your company. Yeah, right.

Gatekeeper 140

Gatekeeper Decision Maker Inside Sales Exact 140

Score More Sales

JUNE 18, 2014

For years I have worked with sales professionals who strive to get around the Gatekeeper – that person at your prospective customer’s company who guards their executive from unnecessary time with all sorts of things but most notably from salespeople. Have a negative image of what a Gatekeeper is and instead align with them.

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Gatekeeper Ideal Customer Profile Twitter Inside Sales 234

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. Tibor Shanto.

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Gatekeeper Decision Maker Call-back Telemarketing 275

Selling Energy

FEBRUARY 25, 2022

A lot of people misunderstand the role of the gatekeeper, such as an executive assistant or receptionist. They assume the gatekeeper’s purpose is to prevent you from making a sale that allows you to send your kids to a good school or to pay your mortgage. The truth is quite different.

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Gatekeeper Company Sales Sales Process 79

Anthony Iannarino

FEBRUARY 17, 2020

Here is how you get past the gatekeeper. The person for whom the gatekeeper works likes and trusts them and expects them to block all but what’s important, critical, or essential. Their gatekeeper (whatever the title) is part of their team. Respect Their Role and Obligation. Respect their role and their obligation.

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Gatekeeper How To Decision Maker Meeting 121

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 ? So, let’s dive in: 1) When the gatekeeper asks who is calling, don’t just give your name, and especially don’t just give your first name (hoping that the gatekeeper will think the decision maker knows you!). 2) Never answer a question (like “What company are you with?”)

Gatekeeper 139

Gatekeeper Decision Maker Call-back Inside Sales 139

No More Cold Calling

DECEMBER 18, 2014

When you have a referral introduction, there’s no need to dupe the gatekeeper. It’s tiresome reading about how to get past the gatekeeper. These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, and a waste of sales time. Gatekeepers are good at their jobs. Of course you would.

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303

Mr. Inside Sales

FEBRUARY 12, 2018

He told me that some of them are struggling to get through to decision makers, and he thought it was because they were “pitching the gatekeeper.” Let’s recap the role of the receptionist/gatekeeper: The receptionist’s job is to answer calls and route them to the right person. Not giving your company name. How wrong that is….

Gatekeeper 120

Gatekeeper Cold Calling Decision Maker Exact 120

No More Cold Calling

JANUARY 28, 2014

Then I mentioned the name of my company, which made Joan laugh. Joan and other gatekeepers can smell phoniness a mile away. The gatekeeper has left the building. When you have a referral, you’ll never have to use duplicitous tactics to bypass the gatekeeper. Joan asked me the purpose of my call. That’s real.

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Gatekeeper Referrals Cold Calling Small Business 227

Zoominfo

MARCH 26, 2019

Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. Essentially, gatekeepers hold the key to B2B sales success. If you can’t convince a gatekeeper you’re important, you can kiss that sale goodbye. How To Get Past The Gatekeeper 1. Keep reading! Free Trial 2.

Gatekeeper 100

Gatekeeper B2B Decision Maker Cold Calling 100

Zoominfo

MAY 8, 2019

Although many of these tips are valid, the key to improving your B2B sales process is far simpler than you might think– and it comes in the form of company and contact data. What do we mean by company and contact data? Companies no longer want to buy a one-off list of names and phone numbers. Bypass gatekeepers.

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Data Sales Process B2B Company 193

MTD Sales Training

JULY 18, 2012

If you still view gatekeepers as annoying, low-level, annoying pawns whose mission in life is to do nothing but waste your time, cost you money and make your life miserable, then I have news for you. Here are three important things you need to realize and keep in mind about today’s gatekeepers (GK). #1 1 – Today’s GK is Smart.

Gatekeeper 288

Gatekeeper Cold Calling Face-to-face Decision Maker 288

MTD Sales Training

JULY 12, 2012

The Gatekeeper; that secretary, receptionist or otherwise, frontline person whose job, it seems, is to make your life as a professional sales person, miserable. Yes, a good gatekeeper (GK) can indeed cause havoc and prevent you from getting to the decision maker (DM). So to get past more gatekeepers, just get in the gate.

Gatekeeper 271

Gatekeeper Decision Maker Account Course 271

Selling Energy

NOVEMBER 6, 2020

A lot of people misunderstand the role of the gatekeeper, such as an executive assistant or receptionist. They assume the gatekeeper’s purpose is to prevent you from making a sale that allows you to send your kids to a good school or to pay your mortgage. The truth is quite different.

Gatekeeper 65

Gatekeeper Company Sales 65

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

APRIL 23, 2022

How many times have you been stopped by the gatekeeper asking you: “Will he/she know what this call is about?”. In all likelihood, you yourself are creating this objection by the way you’re opening your dialogue with the gatekeeper. Here’s what not to do: Gatekeeper: “Johnson company, may I help you?”.

Gatekeeper 156

Gatekeeper Face-to-face Decision Maker Inside Sales 156

Mr. Inside Sales

APRIL 14, 2024

I just returned from a “Day of Development” seminar in Charlotte with the Jon Gordon company. I can’t believe this company is asking me to actually show up to an office!” Good morning everyone! Several of his books include: “The Power of Positive Leadership,” “The Energy Bus,” etc. I can’t make any real money here.” “I

Face-to-face 224

Face-to-face Gatekeeper Licensing Decision Maker 224

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? For those of you who missed it, it’s simple.

Gatekeeper 120

Gatekeeper Decision Maker Sales Qualified Lead Call-back 120

Mr. Inside Sales

MARCH 2, 2024

Yep: that if we hire that rep, they will be leaving us in under 2 years… Look over your resume, and make sure and list the companies you worked for that exceeded 2 years. Mistake Number Three: Not doing any research on the company you’re interviewing with, and so not asking any questions about the position or the company.

Hiring 241

Hiring Face-to-face Gatekeeper Licensing 241

The Sales Hunter

NOVEMBER 17, 2015

If you’ve been following for the past few weeks, I’ve been digging into 10 Ways to Get Past the Gatekeeper When Prospecting on the Phone. I think it can be quite effective if the company you’re trying to reach is larger and has multiple divisions and/or locations: Call a different […].

Gatekeeper 100

Gatekeeper Prospecting Company Selling Skills 100

Mr. Inside Sales

MARCH 12, 2022

Congrats to those companies & individuals who sent in their prospecting scripts for review. Usually, they asked it this way: Gatekeeper: “Thank you for calling the Johnson company.”. Usually, they asked it this way: Gatekeeper: “Thank you for calling the Johnson company.”. Do you know who I should speak to?”.

Gatekeeper 156

Gatekeeper Prospecting Face-to-face Decision Maker 156

Mr. Inside Sales

MARCH 17, 2024

OR “From a needs standpoint, how motivated is (your company/department/are you) to change/fix/replace/buy XYZ right now?” What I’d like to do right now is take a minute to get an idea of what’s important to you, and then I can direct you to that part of the information when you get around to it.

Face-to-face 243

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

Sales Evangelist

NOVEMBER 19, 2021

Gatekeepers: the infamous villains of the sales world. Regardless of industry, most high-level executives employ some type of executive assistant or secretary to serve as a gatekeeper. But it does mean she ensures the salespeople she lets pass are prepared and offer a product or service genuinely beneficial to her executive’s company.

Decision Maker 40

Decision Maker Gatekeeper Survey ACT 40

Sales Evangelist

NOVEMBER 19, 2021

Gatekeepers: the infamous villains of the sales world. Regardless of industry, most high-level executives employ some type of executive assistant or secretary to serve as a gatekeeper. But it does mean she ensures the salespeople she lets pass are prepared and offer a product or service genuinely beneficial to her executive’s company.

Decision Maker 40

Decision Maker Gatekeeper Survey ACT 40

Sales Evangelist

NOVEMBER 19, 2021

Gatekeepers: the infamous villains of the sales world. Regardless of industry, most high-level executives employ some type of executive assistant or secretary to serve as a gatekeeper. But it does mean she ensures the salespeople she lets pass are prepared and offer a product or service genuinely beneficial to her executive’s company.

Decision Maker 40

Decision Maker Gatekeeper Survey ACT 40

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

No More Cold Calling

MARCH 10, 2011

There is no question that it is difficult to connect with the right person in a company. It can be frustrating dealing with gatekeepers, receptionists, and executive assistants. Let’s turn the tables for a moment and take a look at cold calling from a company’s perspective. The sales person refuses to take no for an answer.

Cold Calling 279

Cold Calling Company Gatekeeper Decision Maker 279

Selling Energy

MARCH 5, 2019

A lot of people misunderstand the role of the gatekeeper, in most cases an assistant or receptionist. If you’re dealing with a gatekeeper who is good at their job, they’re making sure their boss’s time is well spent. If you’re dealing with a gatekeeper who is good at their job, they’re making sure their boss’s time is well spent.

Gatekeeper 40

Gatekeeper Company 40

Mr. Inside Sales

APRIL 14, 2023

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. Call me back as soon as you can…” just reeks of a tricky salesperson calling. I ALWAYS delete these messages the moment I hear them.

Face-to-face 254

Face-to-face Gatekeeper Licensing Decision Maker 254

Mr. Inside Sales

MAY 14, 2022

Each time I work with a new company, the first thing I ask for are recordings of both their top two or three sales reps, and then recordings of everyone else. What these approaches have in common is they are passive, and they give the gatekeeper control of the call. but they all share this one thing. Is Dave Anderson available?”.

Gatekeeper 235

Gatekeeper Face-to-face Licensing Decision Maker 235

Mr. Inside Sales

JUNE 25, 2022

Instead, respond with: “Absolutely! Please tell prospect’s first name , that John Davis is holding, please.”. #2: 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? Unlimited License: One to 100 reps can attend for one low price!

Gatekeeper 156

Gatekeeper Face-to-face Licensing Decision Maker 156

Sales Evangelist

JULY 30, 2021

Every salesperson is familiar with the frustration that comes with being blocked by a gatekeeper, which could be a physical person or even just a system or automation that prevents you from interacting with the decision-maker of your target organization. In today’s episode of The Sales Evangelist, Donald is going to do just that.

Gatekeeper 40

Gatekeeper Decision Maker Face-to-face Direct Mail 40

Sales Evangelist

JULY 30, 2021

Every salesperson is familiar with the frustration that comes with being blocked by a gatekeeper, which could be a physical person or even just a system or automation that prevents you from interacting with the decision-maker of your target organization. In today’s episode of The Sales Evangelist, Donald is going to do just that.

Gatekeeper 40

Gatekeeper Decision Maker Face-to-face Direct Mail 40

Sales Evangelist

JULY 30, 2021

Every salesperson is familiar with the frustration that comes with being blocked by a gatekeeper, which could be a physical person or even just a system or automation that prevents you from interacting with the decision-maker of your target organization. In today’s episode of The Sales Evangelist, Donald is going to do just that.

Gatekeeper 40

Gatekeeper Decision Maker Face-to-face Direct Mail 40

Pipeliner

APRIL 17, 2018

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. I was quite wrong.

Gatekeeper 53

Gatekeeper Decision Maker ACT Influencer 53