Don’t Do This in Getting Past the Gatekeeper

Pipeliner

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.

The Sales 2.0 Gift Horse

Sales 2.0

I jumped into the client’s CRM system to see what notes lay in there. One thing I found in the CRM system was the name of this account’s head of marketing. But that person was not the head of marketing – more of a gatekeeper. CRM Customers Sales 2.0

Taking ATS to New Levels: A Bullhorn & DiscoverOrg Partnership

DiscoverOrg Sales

With DiscoverOrg data baked right into your Bullhorn CRM, you don’t have to. Your third option is the DiscoverOrg CRM Application – Bullhorn® Edition.

Improve Your B2B Sales Process with Company and Contact Data

Zoominfo

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.

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

The Sales Hunter

Always know what you will say if a gatekeeper answers or you get the person’s voicemail. Make sure your CRM / Sales Engagement software is open and ready. If you fail to properly prepare, you are setting yourself up for failure. This doesn’t just apply to prospecting but everything you do. Prospecting is already a tough task; it’s only made tougher when you fail to prepare. Below are 10 steps you need to follow to ensure you’re prepared to prospect.

Why Your Sales Team Isn't Performing As Expected (Pt.5) - WIT

Anthony Cole Training

Getting past a gatekeeper – This is usually one of the toughest situations in the sales process. The gatekeepers have their job – to keep sales people away from their bosses – and you have your job – get to their bosses (aka. WIT = Whatever It Takes!

How Technology Has Changed Selling: New Tools, Old Rules

Fill the Funnel

The Gatekeeper. Old Rule: Do you remember the dance with the gatekeeper? Successfully navigating through or around the gatekeeper could sometimes takes weeks or even months, and was more of an art than a science. Has technology changed Selling?

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Why Your Sales Team Isn't Performing as Expected (Pt.5) - Selling is WIT!

Anthony Cole Training

Getting past a gatekeeper – This is usually one of the toughest situations in the sales process. The gatekeepers have their job – to keep sales people away from their bosses – and you have your job – get to their bosses (aka. Selling is WIT = Whatever It Takes!

Hiring for Sales Ops? The 5 Job Descriptions You Need

Hubspot Sales

This person might oversee CRM performance and engagement across the team, onboard new salespeople, strategize on process improvements, and coordinate team and executive meetings. This role serves as an administrator and gatekeeper for your sales team.

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! On the flip side, if the salesperson showed up to the meeting fully prepared having read his previous colleague’s CRM notes, the decision-maker would be happy to have a meeting. An entrepreneur and innovator, Peter created the world’s first web-based CRM system funded by Lucent Technologies in the 1990s.

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Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

How many contacts, notes, and valuable pieces of information are in your CRM or Marketing Automation tool? (If If you’re not sure, just check your bill: Most CRM companies charge by the record.). Business leaders understand that data is the critical heart of growth and expansion.

Sales Engagement: The Intersection of Sales and Science

Sales Hacker

By bridging the gap between your system of records (the CRM) and your system of action (your marketing automation tools and sales playbook), sales engagement platforms supercharges rep productivity, accelerates sales flow, and helps drive revenue. Sometimes, simple ideas can spark revolutions.

How Digital Dependence Derails Account Based Selling Teams

No More Cold Calling

There are hundreds of great applications for account based sales development—CRM, marketing automation, social-selling tools, advocate platforms. and try every ploy to get around the gatekeeper.

The Most Untapped Leverage Point For B2B Growth

DiscoverOrg Sales

You probably don’t need me to explain the value of direct dials, but just in case, two words: circumventing gatekeepers. One more benefit: accurate and valuable data integrated into your workflow will drive CRM adoption by the sales team.

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6 Qualities Of The Modern Day Sales Professional

MTD Sales Training

Things like CRM maximisation, sales process management, time management, multi-media, e-marketing, e-prospecting, and social networking avenues and techniques are no longer a luxury—they are the foundation of your business. .

Leverage Your Personal Brand to Drive Sales This Quarter and Beyond

Sales Benchmark Index

I started a search on LinkedIn based on the query of CRM. If you were in the market for CRM services and consulting, would you want to learn more about Fred and possibly have a conversation with him? As a quota carrying sales rep, you have a number to hit. The year is well under way.

How to Find Almost Anyone’s Email Address (Without Being Creepy)

Hubspot Sales

Use HubSpot’s CRM and LinkedIn Sales Navigator. Use HubSpot’s CRM and LinkedIn Sales Navigator. For every CRM record pulled, you need a tab to track down that lead or LinkedIn profile. Admit it, you hate getting emails from strangers.

12 Ways You’re Making Your Boss Look Bad (And You, Amateurish)

Sales Hacker

Build close plans on all the big deals to show you understand the customer’s internal gatekeepers , procurement processes, compelling events and dates. 7) Not Keeping the CRM up to Date. Why is the CRM “next step” something that’s trivial and happened 3 weeks ago?

The Power of Sales Intelligence #1: Data quality and management

DiscoverOrg Sales

How many contacts, notes, and valuable pieces of information does your CRM or Marketing Automation tool hold? 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. You just acquired a list of names, phone numbers, and email addresses. Time to plan your next marketing campaign, or start prospecting into your top accounts! But hold on. Take a deep breath.

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Seeing Through the Hype: Making Sense of Sales Enablement Technology

Smart Selling Tools

And what I mean by that is not, can we bog your information in the CRM right. I want to come back to this broader topic you mentioned earlier, CRM. Obviously the anchor of that is CRM increasingly the dominance of Sales Force in that space.

The Leads Are Weak: An Intro to Finding & Working Good Leads

DiscoverOrg Sales

Rather than spending your time navigating gatekeepers and hounding less-than-ideal leads, take a step back and be a bit more strategic. For example, I receive daily alerts on new projects and trends within the CRM and SaaS spheres. There’s a famous quote from that seminal 1992 movie about sales, Glengarry Glen Ross , in which Jack Lemmon’s character, Shelley, contemptuously dismisses the contact data he’s been given: “The leads are weak!”

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The Ultimate Sales App—No Smartphone Required

No More Cold Calling

There are hundreds of great applications that help us work more efficiently—including CRM, marketing automation, social-selling tools, advocate platforms, and more. and try every ploy to get around the gatekeeper. What’s the most powerful sales tool at your disposal?

If You’re Building Your B2B Marketing Strategy, Start Here

Sales Hacker

Imagine you’re scaling a tech startup and you’ve decided to invest in CRM. One of them is a CRM which gets your sales organized. Another one is a specialized CRM which help to organize your sales, track recurring revenue, and the churn rate. Ease of getting past gatekeepers.

4 Skills Sales Reps Need to Get the Most Out of ConnectAndSell

ExecVision

ConnectAndSell will get you past gatekeepers and phone trees, but if you skip pre-call research you’ll find yourself faltering in those crucial first seconds. If your team isn’t regularly building, updating, and using ‘hot lists’ backed up with easy to scan CRM notes, you should get the habit started. The average ConnectAndSell client gets somewhere around seven connects and one scheduled meeting per hour.

Nurturing Beyond Email to Accelerate Your Pipeline

Sales and Marketing Management

We know these gatekeepers will be examining the company’s website, so intuitively, marketers must go beyond just email by nurturing the buying committee where their customers and prospects already are: on their website. The key is to leverage technology that identifies a web visitor’s company if they are a known or unknown lead in the system, and then ties it back to their CRM/MAP to know if the visitor belongs to a segment with an open opportunity.

Sales Consulting Program | No More Cold Calling

No More Cold Calling

Consult on tracking leads, referrals, and opportunities in your CRM. recent comments Stuart Young on How to Bypass the Gatekeeper You’re the Missing Link in Your Sales Success | Salesjournal on You’re the Missing Link in Your Sales Success Pat Mussieux on How to Get Your Prospects to Call You Back Pat Kane on Social Media for Sales Professionals. How to Bypass the Gatekeeper. Speaking. Joanne Black’s Speaking Topics. Speaking Video. Training. Live Webinar Series.

18 Phone Sales Skills Tips You Can Use Right Now | Sales.

The Sales Hunter

Show the same level of respect to the gatekeeper or other any other person who answers the phone as you would show to the person you’re looking to talk to. One Response to “18 Phone Sales Skills Tips You Can Use Right Now” Roundup #50 – Lead Management, Lead Generation & CRM tips says: December 19, 2011 at 9:29 am. [.] About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking.

Your Sales Training Is Broken. Here’s How to Fix It.

Hubspot Sales

A few decades ago, salespeople were gatekeepers of information. Salespeople aren't gatekeepers anymore — the sales process can largely happen without us and we need to add unique value along the way to ensure our prospects choose us, not our competitors. Humble. Helpful. Empathetic.

How to write a killer follow-up email sequence that draws replies

Nutshell

Is your business ready for a CRM? Referrals allow you to bypass the gatekeeper , get you ahead of the competition , earn trust and credibility , and maybe win an introduction from them to another prospect. I’m not going to tell you that 48% of salespeople never follow up because that statistic is fake. What I’m going to tell you, however, is that I receive enough cold emails to know that most of them aren’t followed up on.

Why Everybody Hates Cold Calling… And Why That’s Good News For You

Sales Hacker

Here are some of my favorite tools: ConnectAndSell – I use their service to avoid everything I hate about cold calling (manually dialing, navigating phone trees, waiting on hold, talking to gatekeepers, scheduling follow up). If you are using Salesforce CRM, you’re in luck.

Improve Your SDR Team’s Performance by Fixing These Common Mistakes

CloserIQ

They should ask questions if they talk to gatekeepers. Then save it all in your CRM. If you lead an SDR team–or are considering building one–you’re inevitably going to hire some green salespeople. Hiring is time-consuming and expensive.

Why Your Sales Team Can’t Sell

Pipeliner

We think it is not rocket science to understand how to do things like get past the gatekeeper, ask the right questions and close the deal. Pipeliner CRM empowers sales management to lead with precision. In business sales is the most important strategy. Without sales there is nothing else. Think about it, we are in business to produce revenue i.e. make a living. To produce revenue, you have to actually convince someone to buy the product or service you produce.

Handling Creative Answers While Selling

Pipeliner

As one attempts to get past the gatekeepers, it is the kindness in tone and choice of words that significantly help. Pipeliner CRM empowers salespeople to work with creative answers. “You can’t handle the truth!” is a favorite movie line that was delivered by Jack Nicholson in the movie A Few Good Men. Some people have difficulty handling not only the truth but also creative answers, and not just for business but in social settings, too.

An Open Letter to Social Sellers Everywhere

Tony Hughes

I would also recommend savvy sales managers make the investment in power modules on top of CRM like TAS Dealmaker and Pipeline Manager, or even go with Pipeliner CRM, to take control of their pipeline and manage key account growth.

The Sales Script Is (Mostly) Dead: 2 Tricks for Better Interactions

Hubspot Sales

As a part of the learning process, it can be worth providing some basic scripts which new reps can use to make it past gatekeepers or introduce what you’re selling. You heard that right -- sales scripts as we’ve known them are dead in the water.

Sales Enablement Defined: Your Guide to Sales Prospecting

Showpad

Introducing yourself with some background knowledge of the organization increases your chances of getting through a gatekeeper to key decision makers. Leveraging the aforementioned prospecting methods is a lot easier using sales prospecting tools like the following: CRM: Where sales reps manage leads and prospects and track sales activity, including what stage buyers are at in the sales funnel. Let’s face it; prospecting isn’t the most fun part of selling.

The Biggest Sales Excuses You Need to Stop Making in 2018

Sales Hacker

Our old CRM sucks. Optimize or upgrade your CRM. . I don’t have time to update my CRM. The stingy gatekeeper won’t let me talk to the CTO. Winners make things happen. Losers make excuses. Regardless of the field, this time-tested principle consistently rings true. In sales, sellers who cite convoluted reasons to explain poor performance, rather than proactively doing something about it often remain — unsurprisingly — at the bottom of the success ladder.

Sales Acceleration on Demand: Outreach & DiscoverOrg

DiscoverOrg Sales

Quite the opposite: they must move between their email, CRM, and a literal stack of tech tools to find, cross-reference, and confirm the information they need. It’s hard to trust the data in your CRM.

How to make sales calls [The Ultimate Guide] – Part 2

OnePageCRM

How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call. They’re not gatekeepers or obstacles to overcome, they’re potential allies who can help champion your product within their company.

Sales Enablement Defined: Your Guide to Sales Prospecting

Showpad

Introducing yourself with some background knowledge of the organization increases your chances of getting through a gatekeeper to key decision makers. Leveraging the aforementioned prospecting methods is a lot easier using sales prospecting tools like the following: CRM: Where sales reps manage leads and prospects and track sales activity, including what stage buyers are at in the sales funnel. Let’s face it; prospecting isn’t the most fun part of selling.