The Sales Hunter

AUGUST 20, 2019

You make the call and boom, you’re blocked by the gatekeeper. First off, remember that the gatekeeper is only doing their joy by guarding the gate. Video: How Do I Get Past the Gatekeeper: You handle each one totally different, but it’s determined quickly which category they fall into. We’ve all been there.

Gatekeeper 176

Gatekeeper Decision Maker How To eBook 176

Mr. Inside Sales

JUNE 9, 2019

Last week I was contacted by the American Association of Inside Sales Professionals and asked if I would share my best practices for dealing with the gatekeeper. Do pass this on to others in your company who also may have problems navigating past the gatekeeper. The post Gatekeeper Best Practices appeared first on Mr.

Gatekeeper 133

Gatekeeper Face-to-face Decision Maker B2C 133

The Sales Hunter

MAY 28, 2019

If there is one type of person every salesperson has more than a few pain-filled stories about, it is the gatekeeper. You don’t have to think that the gatekeeper is the person waking up in the morning with the sole intent to keep you out. Let’s first look at who is the gatekeeper. I’ve experienced my share of this too.

Gatekeeper 220

Gatekeeper Decision Maker Call-back Follow-up 220

Hubspot Sales

OCTOBER 5, 2021

Sales development representatives and gatekeepers. only to get stopped by a gatekeeper. Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to make a sale. Simba and Uncle Scar. Let's dive in.

Gatekeeper 128

Gatekeeper Decision Maker How To Cold Calling 128

Mr. Inside Sales

MARCH 18, 2019

If you’re getting screened out by gatekeepers , then chances are you’re probably causing that screening. First, not all gatekeepers are the same. About 30% of the gatekeepers you get are closer to being assistants, or office managers, or influencers. 3: Pitching the gatekeeper. And why would you want that? #2:

Gatekeeper 147

Gatekeeper Decision Maker Webinar Metrics Groups 147

Zoominfo

MAY 6, 2018

Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. These professionals have the job of screening calls, deciding what’s important, and ultimately, who gets through to their boss—the decision maker. Essentially, gatekeepers hold the key to B2B sales success.

Gatekeeper 203

Gatekeeper B2B Decision Maker Cold Calling 203

LeadFuze

DECEMBER 30, 2019

Reaching an important decision maker directly is always a challenge. These are the Gatekeepers. Your sales success depends on knowing how to get past the gatekeeper. If you have approach the decision maker directly, and you’ve been sidelined by the gatekeeper — that avenue of contact won’t work.

Decision Maker 52

Decision Maker Gatekeeper Social Media How To 52

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. Therefore, as salespeople, you must convince both the executive and the gatekeeper that you’re worthy of their time.

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. Therefore, as salespeople, you must convince both the executive and the gatekeeper that you’re worthy of their time.

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. Therefore, as salespeople, you must convince both the executive and the gatekeeper that you’re worthy of their time.

Decision Maker 40

Decision Maker Gatekeeper Survey ACT 40

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.

Gatekeeper 224

Gatekeeper Account Referrals Decision Maker 224

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). What’s in Your Pipeline? Tibor Shanto.

Gatekeeper 275

Gatekeeper Decision Maker Call-back Telemarketing 275

LevelEleven

FEBRUARY 21, 2020

Every sales rep has been there – you are having very successful conversations with a prospect only to find out they’re not the one you should be talking to… they’re not the decision maker. Finding the decision maker in an organization is a critical step in the sales process, but it’s not always easy. .

Decision Maker 71

Decision Maker LinkedIn Gatekeeper Discount 71

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). Gatekeeper: “Can I tell him/her who is calling?”. Yeah, right. I mean, how often does that happen for you?

Gatekeeper 140

Gatekeeper Decision Maker Inside Sales Exact 140

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. Gatekeeper: “And what is your name please?”.

Gatekeeper 120

Gatekeeper Cold Calling Decision Maker Exact 120

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. It can’t harm you to make allies, especially one who can grant access to decision-makers.

Gatekeeper 121

Gatekeeper How To Decision Maker Meeting 121

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!). Is she expecting your call?”. This is huge.

Gatekeeper 139

Gatekeeper Decision Maker Call-back Inside Sales 139

Mr. Inside Sales

MARCH 17, 2023

And, if they are an influencer collecting information, then: “What is the timeline of the (decision maker) to put something like this to work for them?” And, to qualify the influencer: “How do you get involved in the decision process?” Does the (decision maker) take your suggestions/advice?”

Decision Maker 261

Decision Maker Face-to-face Gatekeeper Licensing 261

Mr. Inside Sales

JULY 20, 2021

This powerful CD (or MP3 Download) will instantly improve your ability to: • Get past gatekeepers. Connect with decision makers easier. Click Here to read about the program. Click this special link to make a purchase. Qualify prospects better and learn their buying motives. Give better demos and presentations.

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

Braveheart Sales

MARCH 30, 2021

Salespeople who are easily able to reach decision-makers are infinitely more effective at closing business. If we know that more business will be closed, tons more business, but only slightly more than a quarter of salespeople are skilled at reaching decision-makers, it seems to me that there is a pretty big opportunity for impact.

Decision Maker 52

Decision Maker Gatekeeper Call-back Groups 52

Braveheart Sales

MARCH 30, 2021

Salespeople who are easily able to reach decision-makers are infinitely more effective at closing business. If we know that more business will be closed, tons more business, but only slightly more than a quarter of salespeople are skilled at reaching decision-makers, it seems to me that there is a pretty big opportunity for impact.

Decision Maker 52

Decision Maker Gatekeeper Call-back Groups 52

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?”. Frustrating, isn’t it?

Gatekeeper 156

Gatekeeper Face-to-face Decision Maker Inside Sales 156

SalesHandy

FEBRUARY 23, 2021

Especially when you’re looking for decision makers, who’re usually inaccessible, and often indistinguishable from other prospects within the organization. Hence it is important to learn and figure out how to find decision makers in a company as part of your sales process. Who are Decision makers in a company.

Decision Maker 69

Decision Maker Company How To Campaigns 69

Zoominfo

MARCH 26, 2019

Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. These professionals have the job of screening calls, deciding what’s important, and ultimately, who gets through to their boss—the decision maker. Essentially, gatekeepers hold the key to B2B sales success.

Gatekeeper 100

Gatekeeper B2B Decision Maker Cold Calling 100

Mr. Inside Sales

MARCH 6, 2021

This may sound elemental, but I rarely hear sales reps use it when speaking with gatekeepers. Try it this week and watch yourself get further with gatekeepers than you ever have. When a gatekeep puts you through, say thank you. And watch how much further you get with gatekeepers! The second word is, “thank you.”.

Gatekeeper 316

Gatekeeper Closing Face-to-face Decision Maker 316

Hubspot Sales

NOVEMBER 26, 2019

There’s nothing more frustrating than getting your prospect’s commitment to buy — before realizing they’re not the decision maker. Before we discuss how to find the decision maker, let’s get clear on who the decision maker is. Let’s review how to identify and connect with decision makers the right way.

Decision Maker 72

Decision Maker Sales Qualified Lead Gatekeeper Lead Rank 72

MTD Sales Training

MAY 23, 2012

If you are going to be successful in business-to-business sales, you must first learn to recognise a clever and sophisticated gatekeeper screen. Then you must learn how to negotiate the screen successfully to get through to the decision maker. Here is a simple yet highly effective technique to help you get past a hard screen.

Gatekeeper 260

Gatekeeper Decision Maker Telemarketing Negotiation 260

eGrabber

OCTOBER 6, 2021

LinkedIn is one of the best platforms to find decision-makers in your targeted companies. But connecting and reaching decision-makers is not a cakewalk. Some of the challenges include: (a) Decision-makers do not accept all connection requests unless they know you or it is relevant to them or their business. (b)

Decision Maker 52

Decision Maker Company Webinar Metrics Gatekeeper 52

The Center for Sales Strategy

JULY 16, 2019

Everyone wants a piece of the "big cheese"… the "head-honcho," the "main man" or "main woman," or otherwise known as the decision maker. Often, the lone source of the YES to the solutions you sell, connecting with the elusive decision maker can be mission impossible and derail a sale before it gets started.

Decision Maker 71

Decision Maker Meeting Gatekeeper Face-to-face 71

Mr. Inside Sales

AUGUST 18, 2017

Every month, I get emails from my readers asking me how to deal with gatekeepers. They tell me the most frustrating part of prospecting is actually getting through to the decision maker. Don’t pitch the gatekeeper! They get interrogating questions like: “Will he know what this call is about?”.

Gatekeeper 129

Gatekeeper Decision Maker Call-back Objections 129

Mr. Inside Sales

OCTOBER 25, 2021

Influencers are key to both getting through to decision makers, and to eventually making a sale. If it’s true that the influencer has to show this or present this to the decision maker, then they had better be sold on it themselves, right? Set a follow up call after they have pitched the decision maker.

Influencer 288

Influencer Decision Maker Face-to-face Gatekeeper 288

SalesHandy

FEBRUARY 23, 2021

Especially when you’re looking for decision makers, who’re usually inaccessible, and often indistinguishable from other prospects within the organization. Hence it is important to learn and figure out how to find decision makers in a company as part of your sales process. Who are Decision makers in a company.

Decision Maker 52

Decision Maker Company How To Campaigns 52

Mr. Inside Sales

MARCH 12, 2022

Usually, they asked it this way: Gatekeeper: “Thank you for calling the Johnson company.”. The problem with this is you’re A) Identifying yourself as a sales rep, and B) You’re now inviting the gatekeeper to qualify you out. Here is a better way: Gatekeeper: “Thank you for calling the Johnson company.”. Rep: “Thanks.

Gatekeeper 156

Gatekeeper Prospecting Face-to-face Decision Maker 156

Mereo

JULY 14, 2022

B2B decision makers have often been akin to the Viking warriors centered behind a shield wall. According to a past Objective Management Group analysis , only 1% of salespeople new to sales — those often with the onus of sales development — can get past the shield of gatekeepers to access decision makers.

Decision Maker 36

Decision Maker Gatekeeper Ideal Customer Profile Analysis 36

Mr. Inside Sales

APRIL 14, 2024

Unlimited License: One to 100 reps can attend for one low price!

Face-to-face 224

Face-to-face Gatekeeper Decision Maker Licensing 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?

Gatekeeper 120

Gatekeeper Decision Maker Sales Qualified Lead Call-back 120

Mr. Inside Sales

JANUARY 19, 2024

Unlimited License: One to 100 reps can attend for one low price! appeared first on Mr.

Face-to-face 273

Face-to-face How To Gatekeeper Decision Maker 273