Always Thank The Gatekeeper

The Pipeline

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).

Embrace The Gatekeeper

Score More Sales

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.

Learn How to Get the Gatekeeper on Your Side

No More Cold Calling

Getting past the gatekeeper shouldn’t be so daunting. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? The dreaded gatekeeper. The Gatekeeper Is Not the Enemy. Are You Always Successful at Getting Past the Gatekeeper?

The Lies You Tell Gatekeepers

No More Cold Calling

I gave her my phone number and thought the conversation was over, but I guess my area of expertise struck a chord with Joan, who proceeded to tell me story after story of the calls she receives. Joan and other gatekeepers can smell phoniness a mile away. Trust me, they’re on to you.

Get the Gatekeeper on Your Side

No More Cold Calling

The gatekeepers are onto your tricks. Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers. But gatekeepers are good at their job. Gatekeepers can smell phoniness a mile away. Make your case, and let’s start a conversation!

#1 Way Account-Based Sales Reps Resolve the Gatekeeper Problem

No More Cold Calling

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. Trying to get past the gatekeeper is a waste of time. Want to land and expand?

B2B Sales Emails that Open Conversations with Executives

Sales and Marketing Management

Author: Sabrina Ferraioli When you try to call business executives, you’re up against some substantial hurdles — gatekeepers, voicemail, caller ID and their not-a-minute-to-spare schedules. Instead of trying to close a sale you should be aiming to open a conversation.

The B2B Sales Rep’s Guide to Getting Past Gatekeepers


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.

The Gatekeeper in Sales Still Holds the Key


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. Common titles or job descriptions for traditional gatekeepers might include executive assistants, departmental administration or even the multitasking receptionist.

Don’t Do This in Getting Past the Gatekeeper


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. Tell the gatekeeper that your prospect is expecting your call when they aren’t. When talking to the gatekeeper, leave out your company name. Regard Gatekeepers as Precious.

This Is Why Your Lead Generation Process Isn’t Working

No More Cold Calling

They’ve forgotten that technology doesn’t replace conversation. Yet, nearly 80 percent say they don’t always get past the gatekeeper. Why can’t they get past the gatekeeper? Breeze Past the Gatekeeper with Referral Sales. Find out how to unclog your sales pipeline.

2 Serious Mistakes To Avoid In Prospecting

The Pipeline

Thing 1 – “Gatekeeper”. No one knows those players better than what many mistakenly call the ‘Gatekeeper’. Cold calling Prospecting Sales Mistakes Attitude Change Management cold calling Decision makers execution Gatekeepers how to sell better Play to Win Renbor Sales Solutions Inc.

5 Ways to Leverage Your Opportunity with the Gatekeeper

Sales Tips & Techniques

Gatekeepers are not obstacles to overcome; rather, they are your potential allies. Sales professionals who form alliances with gatekeepers often reap rewards for doing so, and the process is quick and painless. Approach the gatekeeper with sincerity. Too often, Gatekeepers get the message: “I’m a low person on the totem pole. Conversely, the gatekeeper treated with dignity and respect feels appreciated, and becomes an invaluable asset.

A 5-Step Discovery Call Checklist Proven to Increase Conversions by 580%

Sales Hacker

The most important sales conversation that your reps are having with your prospects is the first one. You not only need a solid structure for this call but also an airtight discovery call checklist to increase your chances of conversions. Open a conversation, not a monologue.

4 Steps to Shorten Your Sales Cycle and Bump Up Low-Touch Conversions by 70%

Sales Hacker

We were averaging 700 low-touch leads per month with conversion sitting around 1% of the last 2 months’ leads. If we could get conversions to 2%, that would mean a significant boost (in the six-figures) to ARR booked in 1Q’18. . A highly enabled salesperson-gatekeeper is the answer.

11 Ways You Can Influence Buyers to Connect With You

RAIN Group

Gatekeepers are tough. Sales Prospecting Sales ConversationsThis article was originally published on the Sales Enablement Society. Sellers often complain that it's impossible to get through to buyers. Buyers are busy. Calls go to voicemail. Email goes to junk. The list goes on.

From Demo to Conversation

Sales Overdrive

Done well, they can help you move your company away from the worn out pattern of pushing every prospect into a “demo” or a “pitch about features and benefits”; and moving them into a conversation around building value , developing a business relationship and ensuring technical alignment.

From Demo to Conversation Part Two: Preparing and Engaging in the “Conversation”

Sales Overdrive

These days there are many channels one can use to reach these markets and begin what we like to call the “Conversation” – that meaningful, collaborative business conversation that ultimately has the best chance of developing into a business relationship. All four relate directly to developing and engaging in that effective “Conversation” mentioned above. The Technician will welcome engaging conversations with you and often seems like a Decision Maker.

3 Words to Ditch To Improve Your Sales – Sales eXecution 304

The Pipeline

So here we go: Gatekeeper – Talk about starting off on the wrong foot. Sadly, many of the people that sellers refer to as gatekeepers, can actually be helpful in moving your agenda forward. You hear this drug sprinkled into sales conversations all over. “I

10 Ways To Prepare For Your First Cold Call

MTD Sales Training

We don’t advocate a full script, because your conversation will never follow a specific line of reasoning. 7) Plan for what to say if you meet a gatekeeper. A gatekeeper’s role is to ensure the decision-maker’s time isn’t wasted on calls of little or no value.

Getting Buy-In Before Going Over Price

Mr. Inside Sales

Then answer any questions—or if they don’t have any—then ask: “From what you’ve learned today (or: ‘from what we’ve gone over’), do you feel this would bring you (whatever it is they want—more conversions, more leads, better results or cost savings, etc.)?”.

Current Prospecting Tips that Work

Mr. Inside Sales

First you have to deal with gatekeepers, receptionists, office managers, etc. Wouldn’t you like to know: Better ways of opening your conversations? Proven ways to deal with gatekeepers? Do you hate prospecting by phone? Who doesn’t?” is probably your answer.

How Getting Referrals Got Me to the Protected C-Suite

No More Cold Calling

When I was certain Bill had received the book, I called his office, knowing I would speak with his executive assistant (or to use the sales term, his “gatekeeper”). We had an amazing 30-minute conversation. But gatekeepers can smell phoniness a mile away.

[Part 3] Execute on Account-based Marketing: Value Selling to Stakeholders at Key Accounts


A strong Value Proposition supports customer conversations that are account-specific with respect to (i) an account’s identity and business, (ii) its problems and objectives and (iii) the decisions it is considering. Gatekeepers. Sales rarely has easy, direct access to gatekeepers.

One Powerful Way to Learn More About a Prospect

Mr. Inside Sales

Here’s what it is: At any point in a conversation with a prospect, if they either give you what appears to be an objection (like, “We wouldn’t be interested…”) or are just not volunteering much information, all you have to do is say: “Oh?”.

Building Rapport – It’s the Little That Matter Most

Mr. Inside Sales

Working with the gatekeeper: The most important thing you can do when speaking with the gatekeeper or receptionist, is to be pleasant and courteous. And the gatekeeper feeds off your attitude.

Metrics—Which One is Most Important?

Mr. Inside Sales

If you’re like most companies, then you’ve probably got enough technology in place to measure just about everything: talk time, conversion rates, number of demos being given, lead flow and lead placement in the funnel—top end, middle, and end stage of leads.

6 key questions for understanding a sales decision network

Sales Training Connection

There are others who play the role of gatekeepers – they cannot say yes, but can say no. Financial staff and Procurement Managers often play this gatekeeper role. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Improve Your B2B Sales Process with Company and Contact Data


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.

IF You’re Going to Make Cold Calls, This is How to Do It

John Barrows

Less people are picking up the phone, some executives don’t even have office lines anymore, the layers of gatekeepers are getting thicker and harder to navigate. By focusing your time and approach to a specific target you can also be far more efficient with your calling and will be able to make 20-25 dials in an hour with some good conversations mixed in. “Cold calling” is getting harder and harder to justify these days.

Pre-Order Power Phone Scripts Today!

Mr. Inside Sales

My brand new book, published by Wiley & Sons: Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales , is now available for pre-order! Great news!

Handling & Overcoming Common Objections in Phone Cold Call Prospecting

Mr. Inside Sales

Prospecting by phone can be hard—gatekeepers screening you out, decision makers don’t want to talk to you, etc.—but This technique will help you overcome objections from: 1) Gatekeepers. And then watch your meaningful sales conversations and sales results soar.

[Part 4] Execute on Account-Based Marketing: Account-Based Value Selling Addresses 5 Sales Challenges


The best account executives know how to engage buyers in specific conversations that help buyers realize what your solution can do for them. That confidence helps sales teams address competition early and specifically in conversations with buyers. Empower Sales Conversations Sales

If the Prospect Only takes Emails, What to Do?

Mr. Inside Sales

I received an email from a reader who said that he sometimes gets the objection from the gatekeeper of, “I am sorry but he/she does not take outside calls, he/she only responds to emails.” Let’s start at the beginning: First of all, my question to the sales rep who sent me this email would be, “How did the gatekeeper know you were an “outside” call,” rather than a client, prospect or friend?”

May Referral Selling Insights

No More Cold Calling

Social media can help start conversations that lead to true connections, but only if you show up as a person. That requires an actual conversation. 1 Way Account-Based Sales Reps Resolve the Gatekeeper Problem. Trying to get past the gatekeeper is a waste of time.

How to Prepare to Prospect – 10 Things You Need to Do

The Sales Hunter

The last thing you or the prospect wants is a lame conversation that doesn’t go anywhere. It’s important that you have an achievable goal of the number of calls or conversations you want to have. Always know what you will say if a gatekeeper answers or you get the person’s voicemail. If you fail to properly prepare, you are setting yourself up for failure. This doesn’t just apply to prospecting but everything you do.

The Importance of Call Dispositions & How to Leverage Them in Reporting


Have conversation. Optionally, if you have conversation intelligence software, request coaching on the call. Gatekeeper. Connect; No Conversation. Connected – Gatekeeper or Future Follow Up. Gatekeeper (Admin, S/B, Other Person). When you marry the disposition with call recording insights, you can answer things like: What percentage of our calls are resulting in meaningful interactions with real buyers compared with gatekeepers or non-buyers?

Sales training – managing a conundrum

Sales Training Connection

Is there a “gatekeeper” criterion – a criterion that should be applied first and must be met? Gatekeeper Criterion. When it comes to sales skills training we suggest the Gatekeeper Criterion relates to the amount of time devoted in the program to practice and feedback.

Why Companies Hate Sales People Who Cold Call

No More Cold Calling

Bring up the subject of cold calling with a group of sales people and you are assured of a lively conversation as they lament about the challenges associated with this task. It can be frustrating dealing with gatekeepers, receptionists, and executive assistants.

Free Sales Training: 6 of My Favorite Sales Tips

John Barrows

Lastly, this gave me a baseline to start understanding my conversion ratios between the stages and try to find ways to improve at each stage. I should have learned more from those activities so I could have refined my process and improved those conversion ratios.