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

Engage Selling

MAY 11, 2017

Are you or members of your sales team having trouble getting past gatekeepers? I’ve noticed a trend. In my latest workshops and training working with top sales performers, one issue that keeps coming to the surface is how to get past … Read More »

Gatekeeper 78

Gatekeeper How To Trends Training 78

Product Management University

SEPTEMBER 10, 2023

As the customer success manager (CSM) role evolves into more of a strategic customer leadership role versus a tactical reactionary role, it’s critical to build relationships with customer executives, and in most cases, it’s not as difficult as you think. Your Plan for Building Relationships With Customer Executives 1.

Customer 52

Customer How To Gatekeeper Lead Rank 52

Mr. Inside Sales

AUGUST 18, 2023

Customize this to what you’re selling, i.e., “Use that,” etc.) Let them know why you’re calling (in a sentence or two—MAX), and get to a question and let them interact: “Question for you: How do you (or your company) get involved in that?” Unlimited License: One to 100 reps can attend for one low price!

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Face-to-face How To Gatekeeper Decision Maker 256

No More Cold Calling

AUGUST 9, 2018

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. Of course, reaching the right person at the right level typically means there’s a gatekeeper looming. Reps view gatekeepers like trolls guarding the bridge.

Lead Generation 197

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 197

Mr. Inside Sales

NOVEMBER 3, 2019

If your company has customer service reps (Hint: Every person in your company is a customer service rep!), then it’s imperative for your success to make sure your customers don’t feel this same way. Let’s clear up some myths about what it takes to hire or train outstanding customer service reps. Answer: False.

Customer Service 120

Customer Service Customer Face-to-face Hiring 120

Mr. Inside Sales

OCTOBER 21, 2022

My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy. So can your customers! And most of that came down to my attitude. he constantly asked me.

Face-to-face 271

Face-to-face Gatekeeper Decision Maker Licensing 271

Sales Evangelist

AUGUST 6, 2021

Sometimes all it takes to get past the gatekeeper is to build a solid relationship with them. Make connections with the gatekeeper: Ask them what the best method is is to talk with them. Many salespeople know the gatekeeper is essential, yet we treat them as if they aren’t. Don’t be afraid to interact with the gatekeeper.

Gatekeeper 40

Gatekeeper Decision Maker Nonprofit Hiring 40

Sales Evangelist

AUGUST 6, 2021

Sometimes all it takes to get past the gatekeeper is to build a solid relationship with them. Make connections with the gatekeeper: Ask them what the best method is is to talk with them. Many salespeople know the gatekeeper is essential, yet we treat them as if they aren’t. Don’t be afraid to interact with the gatekeeper.

Gatekeeper 40

Gatekeeper Decision Maker Nonprofit Hiring 40

Sales Evangelist

AUGUST 6, 2021

Sometimes all it takes to get past the gatekeeper is to build a solid relationship with them. Make connections with the gatekeeper: Ask them what the best method is is to talk with them. Many salespeople know the gatekeeper is essential, yet we treat them as if they aren’t. Don’t be afraid to interact with the gatekeeper.

Gatekeeper 40

Gatekeeper Decision Maker Nonprofit Hiring 40

MTD Sales Training

OCTOBER 5, 2018

Sometimes it may be a ploy used by the customer, to either boost their own ego or to bypass the stringent processes the company use decide the supplier list they are going to use. 3) Use the gatekeeper screen to get further information. Here’s an example of how it works: Gatekeeper: “ABC Ltd, how can I help you?”.

Decision Maker 242

Decision Maker Gatekeeper Face-to-face Influencer 242

Mr. Inside Sales

SEPTEMBER 4, 2020

Mike can customize your keynote, breakout, or sales kickoff session and deliver a content rich, motivating message that will launch your team into action in January. Also, Mike is available for: Virtual, customized inside sales training for your team. Creating Script Playbooks that will make everyone on your team more effective.

Hiring 156

Hiring Gatekeeper Face-to-face Inside Sales 156

Sales 2.0

APRIL 23, 2020

One item to seriously consider for your enhanced business plan is how you can add some more enterprise level customers. (I Now is the time to consider how this crisis could actually be a silver lining for your firm. I define enterprise accounts as companies with over 1,000 employees, definitions vary). This does not apply to all companies.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

Mr. Inside Sales

SEPTEMBER 23, 2022

Rather than being upset the next time a prospect (or even an existing customer) tells you no, recognize that you’re now that much closer to getting a hit, getting a part in a movie, or getting your next deal. Professional baseball players strike out a whole lot more than they get a hit. And on and on. So, why should sales be any different? (It

Face-to-face 156

Face-to-face Gatekeeper Decision Maker Licensing 156

Janek Performance Group

DECEMBER 20, 2023

Differentiate yours by tailoring them to the industry and customer. Always be aware of what customers are doing and adjust to what you see. How do you best apply prospecting skills through intermediators or gatekeepers? Gatekeepers will present your name and reason for calling. Familiar names pique interest. Who are they?

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

No More Cold Calling

FEBRUARY 24, 2021

The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. Seller access is a newly popular term for an old problem—the struggle to bypass gatekeepers and get meetings with high-level decision makers. Gaining seller access was hard enough before COVID. Suddenly it became almost impossible.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Mr. Inside Sales

OCTOBER 11, 2021

“When I got into this industry I did my own research, just like you’re doing now, and I looked for the company that not only offered the best (product or service) but also delivered the best customer service and follow-up. And these are the things you look for as well, right?”. Unlimited License: One to 100 reps can attend for one low price!

Objections 285

Objections Face-to-face Gatekeeper Decision Maker 285

Hubspot Sales

OCTOBER 26, 2022

Understand your ideal customer profile — inside and out. Learn how to communicate with gatekeepers. The potential customers you connect with will only buy from your company if they believe your solution is the best fit for their business — you could go so far as to say that B2B sales is the art of bridging that gap.

Ideal Customer Profile 87

Ideal Customer Profile B2B Prospecting Gatekeeper 87

Alice Heiman

DECEMBER 6, 2022

The biggest takeaway that every B2B company needs to understand, customers want everything on their terms and this includes learning about your product. Sales teams can no longer be gatekeepers of the buyer’s journey. And sure enough, within the first 45 days, I had a few customers. I’ve faced them multiple times.

Scale 125

Scale Outsourcing Services Hiring Sales Process 125

Mr. Inside Sales

JULY 24, 2022

If you are dealing with a customer who buys their products from another vendor, then ask: “Who are you getting that from now?”. And: “I’ve certainly heard of them, just out of curiosity, what keeps you coming back to them?”. Unlimited License: One to 100 reps can attend for one low price!

Objections 156

Objections Face-to-face Sales Qualified Lead Gatekeeper 156

MTD Sales Training

JULY 9, 2019

Of course, the world doesn’t work that way, and there will be prospects and customers who will reject your advances and avoid you at all costs. 5) Make friends with gatekeeper or secretary. Oftentimes, people on our sales courses ask for techniques to get ‘through’ the gatekeeper, or ‘overcome’ them.

Gatekeeper 276

Gatekeeper Decision Maker Call-back Up-Sell 276

Sales and Marketing Management

FEBRUARY 26, 2018

They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. Do Your Research and Customize Your Offer. When we asked the 488 buyers what influences their decision to connect with a seller, C-suite buyers were much more likely to say: “Content 100 percent customized to their specific situation.”

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

DiscoverOrg Sales

APRIL 12, 2017

It’s easy to see the correlation between data accuracy and sales efforts: If phone numbers are correct and link sales reps directly to their buyers, they can spend more time talking to likely prospects at the other end of the line, rather than shaking down a phone tree of gatekeepers. 50% fewer encounters with gatekeepers.

Data 222

Data Scale ROI Gatekeeper 222

Mr. Inside Sales

APRIL 2, 2021

Focus on the direct benefits to your specific type of customer. Your customers (and your bank account) will thank you for it! , I’m going to give you two rules for developing an effective elevator pitch and then some examples that you can plug your product or service into. Where are you currently advertising online now?”.

Sales Qualified Lead 231

Sales Qualified Lead Face-to-face Advertising Advertising 231

No More Cold Calling

APRIL 15, 2021

Considering half of the deals that are forecasted to close don’t, and customer retention has decreased as seller attrition increases, sales teams are facing yet another frustrating year if something doesn’t change. They buy what software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

MAY 25, 2023

Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, B2B salespeople are still struggling to win and retain customers. They buy what the software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

Mr. Inside Sales

SEPTEMBER 11, 2020

Have some fun with these; customize them to fit your personality or the personality of the person you’re speaking with. As you can see, the responses above are all aimed at getting your prospect to reveal to you both their level of interest and what it is going to take to sell them – or whether or not they are still a good prospect for you.

Face-to-face 320

Face-to-face Sales Qualified Lead Scale Call-back 320

Zoominfo

SEPTEMBER 29, 2019

To add insult to injury, executive-level assistants are trained to be gatekeepers. Thankfully, B2B sales expert Jill Konrath has solved this problem in her book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers. Keep reading if you’re ready to start meeting with and selling to C level executives.

B2B 190

B2B Gatekeeper InsideView Up-Sell 190

Mr. Inside Sales

SEPTEMBER 12, 2022

Instead, spend some time learning what each person really wants, and then customize each rep’s bonus and tie it to their individual production goal. The problem with most bonus programs is that as soon as they are released, over half of the sales team knows they can’t win so they immediately give up.

Motivation 177

Motivation Face-to-face Gatekeeper Decision Maker 177

No More Cold Calling

DECEMBER 30, 2014

For more ideas to make 2015 your best sales year ever, check out what you might have missed from No More Cold Calling this month: 4 Ways to Get Past the Gatekeeper (No Tricks Required) Gatekeepers are valuable to the executives whose time and energy they protect, but not to you, at least not until you’ve developed a relationship with them.

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

Zoominfo

APRIL 19, 2018

To add insult to injury, executive-level assistants are trained to be gatekeepers. Thankfully, B2B sales expert Jill Konrath has solved this problem in her book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers. . To gain access to the C-suite, sometimes you need to pay to play. Leverage trigger events.

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B2B Meeting Gatekeeper InsideView 165

No More Cold Calling

OCTOBER 1, 2020

I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. Dylis and Joanne discuss how to get introductions to the type of clients you love working with, avoiding gatekeepers, and why prospects don’t call you back.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Zoominfo

AUGUST 5, 2020

If so, you know how tough it can be to connect with busy executives, To add insult to injury, executive-level assistants are trained to be gatekeepers. Thankfully, B2B sales expert Jill Konrath has solved this problem in her book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers.

B2B 162

B2B Gatekeeper InsideView Face-to-face 162

No More Cold Calling

FEBRUARY 20, 2014

Know your customer. Developing meaningful relationships with our customers is not just a nice way to work, nor is it an outdated sales concept. Just as importantly, current customers are the No. Read “ Understanding Your Customers Is Not a Crap Shoot.”). Lies You Tell Gatekeepers. The first rule in sales?

Gatekeeper 218

Gatekeeper Referrals Cold Calling Hiring 218

Drift

DECEMBER 10, 2021

How easy is it for your customers to buy from you? We no longer live in a world where companies are the gatekeepers of product information, or where sales teams get to decide how (or when) potential customers get to talk to reps. Sales teams are tuned into pipeline, win rate, and sales-qualified leads.

Conversion 62

Conversion Sales Qualified Lead Gatekeeper Pipeline 62

MTD Sales Training

SEPTEMBER 26, 2018

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. Effectively, you’re trying to sell to the gatekeeper as well as the decision-maker, so plan what you will say if this person acting as a buffer is encountered.

Cold Calling 215

Cold Calling Decision Maker Gatekeeper GoldMine 215