MTD Sales Training

OCTOBER 16, 2017

The Gatekeeper : the secretary, receptionist or personal assistant, whose job it is to “screen” your call and stop you from talking to the decision maker. We all understand the importance of talking to “The Decision Maker”. Understand that gatekeepers are important and powerful and play a pivotal role in business.

Gatekeeper 185

Gatekeeper Decision Maker How To Face-to-face 185

Mr. Inside Sales

JULY 6, 2021

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. ON DEMAND SALES TRAINING THAT GETS RESULTS! Stalled sale. Let me think about these and get back with you.”.

Face-to-face 317

Face-to-face How To Pivotal Call-back 317

Mr. Inside Sales

MAY 31, 2021

This way, you will be able to pivot easily and naturally when you need to, and you’ll avoid sounded scripted. ON DEMAND SALES TRAINING THAT GETS RESULTS! If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today.

Face-to-face 180

Face-to-face Cold Calling Call-back Gatekeeper 180

LevelEleven

JULY 25, 2019

A skilled salesperson should be able to respond with some information about pricing, perhaps the structure but not actual prices, and then pivot into discovery to learn more about the prospect’s situation so that a more accurate and detailed price can be delivered… later. The Gatekeeper. Treat the gatekeeper with respect and trust.

Gatekeeper 54

Gatekeeper Negotiation Decision Maker Call-back 54

Hubspot Sales

JUNE 20, 2018

Asking for gatekeepers’ assistance up front can prevent a hang-up later. For example, if you’re going into a call hoping to identify the decision maker but the contact brushes you off with a quick “I don’t have time,” pivot your ask in the following manner: “Ah, it’s a bad time, okay. Being overly familiar.

Prospecting 142

Prospecting Gatekeeper Decision Maker Follow-up 142

Sales Hacker

DECEMBER 30, 2020

25% of sales reps believe they have not received enough sales training. B2B businesses had to pivot to a workforce going remote almost overnight. Sales operations normally handle administrative functions like recruiting, training, and onboarding new sales reps. Your decision-makers are probably younger than you think too.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

PandaDoc

JUNE 4, 2019

In addition, advocates of newer sales philosophies challenge that the buying process has become more complex, adding more decision makers, new gatekeepers and a longer sales process , thus reducing the effectiveness of a solution seller. Pivot the objective of sales dialogue from information gathering to strategy-focused.

Solutions Selling 72

Solutions Selling Decision Maker Case Study Ideal Customer Profile 72