Sales and Marketing Management

FEBRUARY 26, 2018

They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. Review a presentation they gave at a recent industry conference. The phone is also a terrific way to get past the gatekeepers. Gatekeepers are a different story. C-level buyers want to know that you’ve done your research.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

Mr. Inside Sales

OCTOBER 7, 2019

Still looking for the most dynamic speaker to make your 2020 sales conference a huge success? Want an even more personalized sales conference event? Then reach out to Mike today to see if your event date is still available! Writing best practice, script playbooks that will make everyone on your sales team more effective.

Face-to-face 121

Face-to-face B2C Inside Sales Gatekeeper 121

Hubspot Sales

APRIL 2, 2021

The Gatekeeper. The gatekeeper is usually an executive assistant or associate of the decision-maker. In some instances, it is beneficial to work with the gatekeeper to build trust with them and have them vouch for you with the decision-maker. Enter gatekeeper marketing. Build trust with gatekeepers.

Decision Maker 110

Decision Maker Influencer Gatekeeper How To 110

No More Cold Calling

MARCH 10, 2011

It can be frustrating dealing with gatekeepers, receptionists, and executive assistants. The sales person is rude to the receptionist, gatekeeper or executive assistant. Too many sales people treat the gatekeeper with disdain or like a second-class citizen. Not to mention that decision makers seldom return voice mail messages.

Cold Calling 279

Cold Calling Company Gatekeeper Decision Maker 279

The Sales Hunter

SEPTEMBER 17, 2013

In addition, many meetings are conference calls. BONUS TIP: Be sure to treat the gatekeeper — their administrative assistant — with the same level of respect that you would the CEO or senior level person. Senior level people spend the majority of their day in meetings. Copyright 2013, Mark Hunter “The Sales Hunter.”

Cold Calling 244

Cold Calling Gatekeeper Consultative Selling Selling Skills 244

Mr. Inside Sales

APRIL 1, 2019

The conference room burst out laughing and knowing nods of recognition spread around the room. There was no attempt to see what they thought so far, no attempt at a trial close, and not even a discussion about timeline and next steps toward moving towards a decision…. Who Should Attend?

Closing 140

Closing Strategy Face-to-face Inside Sales 140

Pointclear

APRIL 3, 2014

So how do you get past their gatekeepers and into the conference room? Executives are busy people. They will not take your cold calls or read your form emails, nor do they want to hear from you on LinkedIn. With a personal introduction from someone they know and trust. At the end of the day, relationships still power sales.

Face-to-face 250

Face-to-face Ideal Customer Profile Cold Calling Gatekeeper 250

No More Cold Calling

JUNE 7, 2018

I’ve just returned from three conferences, and the #1 challenge I heard sales pros repeat again and again was how to get leads in the pipe. They don’t have to worry about getting past gatekeepers or heading off the competition, because they have the best possible competitive advantage—a relationship built on trust. That’s a fact.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

LeadIQ

JULY 30, 2018

As sales reps began having success with the desk phone, executives realized hiring gatekeepers to filter out prospectors was an investment worth having. Auto gatekeeping technology made cold calling a desk phone even more difficult. The desk phone enjoying some of its last days. The desk phones last couple of years were pretty tough.

Gatekeeper 74

Gatekeeper Cold Calling Hiring Inbound 74

Zoominfo

APRIL 20, 2020

People are using their cell phones for business, and if your sales team has access to those numbers, they don’t have to deal with voicemails that are never checked or gatekeepers that won’t pass along their messages. Think about it. They are getting through.

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

Zoominfo

JANUARY 29, 2018

5 Reasons to Send Employees to Trade Shows and Conferences. There’s no way around it—industry conferences and networking events are expensive. Keep reading for our top five reasons to send your employees to industry conferences this year! From event planning to trade show design, there’s a little something for everyone.

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

LeadIQ

JULY 30, 2018

As sales reps began having success with the desk phone, executives realized hiring gatekeepers to filter out prospectors was an investment worth having. Auto gatekeeping technology made cold calling a desk phone even more difficult. The desk phone enjoying some of its last days. The desk phones last couple of years were pretty tough.

Gatekeeper 40

Gatekeeper Cold Calling Hiring Inbound 40

Pipeliner

SEPTEMBER 20, 2019

This will help you start the call with “Hello, Mr. Fletcher, thanks for the speech at the conference in LA, it’s a shame I couldn’t have a chance to speak to you there,” not with “Hello, let me tell you about this amazing product we have.”. Many salespeople get stuck on the gatekeeper. Anticipate the sales funnel stage.

Cold Calling 64

Cold Calling How To Decision Maker Gatekeeper 64

Zoominfo

APRIL 20, 2020

People are using their cell phones for business, and if your sales team has access to those numbers, they don’t have to deal with voicemails that are never checked or gatekeepers that won’t pass along their messages. Think about it. They are getting through.

Pipeline 100

Pipeline Marketing Top of Funnel Hiring 100

Sell Integrity

SEPTEMBER 22, 2020

Even if you’d never do it in a face-to-face meeting, it’s all too easy to fall into one-way presentation mode in a web conference meeting. Once that appointment is confirmed, the prep work moves to pre-call planning: What’s your objective? It’s much more complex — and more important — in virtual selling.

Face-to-face 82

Face-to-face Pivotal Gatekeeper Energy 82

John Barrows

NOVEMBER 7, 2018

You can do this with everything – gatekeepers, specific objections, etc. I recommend you and some coworkers (no more than four) grab a conference room, speakerphone and take turns dialing. Have cold-calling power hours where you focus on calling a specific persona with a specific message.

Training 117

Training Cold Calling Ideal Customer Profile Webinar Metrics 117

Pointclear

JANUARY 26, 2012

Its high perceived value and standout physical features tend to get past gatekeepers, and straight to the executive desktop. Trade shows, but only if they are highly targeted Exhibiting at trade shows and conferences is a time-honored way to get in front of prospects in a focused, concentrated manner.

Media 233

Media Direct Mail netFactor Trade Show 233

Gong.io

SEPTEMBER 26, 2022

Digital interactions with remote sales reps have increased by 41% for video conferences and 23% for online chat. Before you can reach a CEO or a C-level executive, you’ll likely have to get through a gatekeeper (typically assistants or office managers) first. Virtual meetings are here to stay, but they can be difficult to navigate.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Keith Rosen

APRIL 17, 2009

Then stop stressing over how to do it and attend this live, 60-minute Audio Conference that I’m delivering in two weeks and learn how to cold call and prospect like a sales champion. • How to get past the toughest gatekeepers and straight to the decision maker. How to Make the Gatekeeper & Voice Mails Your Ally.

Cold Calling 48

Cold Calling Opportunity Gatekeeper Prospecting 48

Hubspot Sales

MAY 12, 2023

EAs need to be diplomatic with good communication while remaining a firm and decisive gatekeeper for the executive. How to answer : If you have this experience, share your level of proficiency and a couple of examples of work you’ve done in that area (such as planning a conference).

Hiring 103

Hiring Examples Social Media Software 103

Autoklose

JANUARY 22, 2024

When you’re setting your sales goals, make sure you check your sales records from the past year and establish what accounts spent the most, pinpoint whether there was a new hire in the sales department or anything else that could affect the outcome, as well as how many trade shows, conferences, and events you attended.

Lead Rank 52

Lead Rank Lead Scoring Strategy Hiring 52

OnePageCRM

JUNE 15, 2017

How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call. The best way to get past a gatekeeper like this is to reframe how you approach the call. Learning to communicate with fewer, simple words confers confidence and knowledge of your product.

Gatekeeper 46

Gatekeeper Social Media How To Decision Maker 46

SBI

OCTOBER 30, 2018

You know we’re at conferences, we’re listening to podcasts like this and we’re thinking gosh I’m really so far behind compared to everyone else. How do you get those guys to re-enforce that and not be the gatekeeper. It seems like everyone else has it figured out. To your point it’s all about time for them.

Sales Enablement 139

Sales Enablement Top of Funnel Vendor Ideal Customer Profile 139

Sales Training Advice

JULY 21, 2011

If not, at the very least, you can use one of the free conference calling options that record calls. If you can refine your cold calling, you’ll get past gatekeepers more effectively, leave more compelling messages, gather more relevant information, and close more first appointments. And who doesn’t want to do all those things?

Cold Calling 42

Cold Calling Decision Maker Referrals Gatekeeper 42

Zoominfo

APRIL 23, 2020

Sales calls the wrong people or reaches a gatekeeper, where they will ultimately get turned away or begin the tedious process of calling up the chain. Say, for example, you’re sponsoring a sales development conference in San Francisco. Then invite them to attend the conference or offer an on-site office visit from one of your reps.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

Sales Excellence

SEPTEMBER 19, 2016

How do you get past the gatekeeper, the person who is responsible for intercepting our call or reading our email before someone else gets a chance to read it? Take a phone call, join a web conference, meet with you when you’re in town? How do you sell past the executive assistant? Give them a call to action.

Gatekeeper 20

Gatekeeper LinkedIn Exact Ideal Customer Profile 20

LeadFuze

DECEMBER 31, 2021

In the past, there was no indication that speaking and taking stands at conferences had lost any of its power as a marketing channel. Gatekeepers are there to keep the flow of information under control. Video content is a growing trend and has become an important part of the mix. Field marketing. The breadth of the market. Continuity.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

Sales Training Advice

DECEMBER 31, 2009

It takes finesse to deal with receptionists, gatekeepers and executive assistants. Kelley conducts workshops and speaks regularly at sales meetings and conferences. It takes a lot of effort and energy to make call after call, navigate voice mail systems, and to gain the support of receptionists and executive assistants.

Cold Calling 44

Cold Calling Decision Maker Telemarketing Proposal 44

DiscoverOrg Sales

MAY 7, 2019

Sales calls the wrong people or reaches a gatekeeper, where they will ultimately get turned away or begin the tedious process of calling up the chain. Then invite them to attend the conference or offer an on-site office visit from one of our reps. Burned by churn. Data is what data does.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

Cience

NOVEMBER 20, 2019

They value the unique opportunities that conferences and trade shows provide for networking, strengthening the brand, creating awareness, and meeting potential clients in the flesh. Just like any other business process, mastering conference networking is impossible without understanding current industry trends. Event Lead Generation.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

OnePageCRM

MAY 25, 2017

How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call. The best way to get past a gatekeeper like this is to reframe how you approach the call. Learning to communicate with fewer, simple words confers confidence and knowledge of your product. Next steps: You.

Top of Funnel 20

Top of Funnel Cold Calling How To Sales Qualified Lead 20

Hubspot Sales

JULY 13, 2018

Just like a gatekeeper can prevent a salesperson from reaching the manager or executive they want to get in touch with, a subject line can block a prospect from opening a sales email. If you're reaching out to someone for the first time, ask, " I'd like to learn more about your marketing conference schedule this year. Our next steps".

Prospecting 145

Prospecting Referrals Face-to-face Follow-up 145

Score More Sales

AUGUST 9, 2012

As a very successful inside sales rep, I never bullied the receptionist or gatekeeper, and even today, when need be, we pick up the phone and usually always reach our intended party. That includes follow up from conferences and events. You just won’t get anywhere with the tired, old generalized scripted follow-up call.

InsideView 214

InsideView Cold Calling Gatekeeper Webinar Metrics 214

Hubspot Sales

NOVEMBER 21, 2018

Gatekeeper: Blocker in getting a product implemented or approved. They might to this by reaching out to a contact list, sending warm emails , phoning leads , or gathering leads at industry conferences. Decision maker: gives final approval for the purchase. Buyer: Owns the budget. Create content.

Paid Content 133

Paid Content Top of Funnel Lead Rank Webinar Metrics 133

Hubspot Sales

DECEMBER 4, 2017

If you work on a busy sales floor, book a conference room so you and your prospect aren't distracted by background activity. Try phoning prospects outside this timeframe to stand out, and maybe reach high-level prospects who normally have a gatekeeper screening their calls. Have Great Timing. Stay Positive.

Prospecting 111

Prospecting Face-to-face Call-back Course 111

Sales Hacker Training

SEPTEMBER 5, 2018

Dealing with gatekeepers. Known for hosting next-gen, market-moving conferences, Sales Hacker also publishes thought leadership content. With more than three decades of servicing clients, IMPAX deliver its learning programs via onsite workshops, public seminars, and self-paced online courses. Presentation. Value-based negotiation.

Training 103

Training Scale Lead Qualification Lead Rank 103

InsideSales.com

MARCH 11, 2020

The Gatekeeper. The gatekeeper (usually an intern, office manager, or executive assistant) is the first person you end up talking to when you make that first call. XANT Kicks Off NEXT 2020 Conference, Sharing the Vision for… Read More. XANT Announces Speaker Lineup for NEXT 2020 Conference. Sales Performance.

Objections 58

Objections Cold Calling Decision Maker Hiring 58