Mr. Inside Sales

MARCH 12, 2022

Congrats to those companies & individuals who sent in their prospecting scripts for review. 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.

Gatekeeper 156

Gatekeeper Prospecting Face-to-face Decision Maker 156

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.

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Gatekeeper Decision Maker Call-back Follow-up 220

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.

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Gatekeeper Face-to-face Decision Maker B2C 133

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.

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Gatekeeper B2B Decision Maker Cold Calling 203

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.

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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

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.

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Gatekeeper Account Referrals Decision Maker 224

Mr. Inside Sales

JANUARY 19, 2024

Now ask questions, try to engage, and take your prospect as far as they’ll let you! You see, the value of having a proven response in your back pocket is that it allows you to move past a prospect’s initial resistance. [Now take it down, and then move into qualifying!] That’s what most blow offs are! appeared first on Mr.

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Face-to-face How To Gatekeeper Licensing 273

Mr. Inside Sales

MARCH 17, 2023

So many sales reps are anxious when they speak with a prospect. 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?”

Decision Maker 261

Decision Maker Face-to-face Gatekeeper Licensing 261

Mr. Inside Sales

APRIL 14, 2024

Perfect for reps dealing with the following issues: Reps struggling with call reluctance Getting screened out by the gatekeeper Overcoming blow off objections like, “Just email me something” Identifying decision makers Qualifying prospects Setting call back appointments that stick Giving successful presentations and dealing with objections Staying (..)

Face-to-face 224

Face-to-face Gatekeeper Licensing Decision Maker 224

Mr. Inside Sales

MARCH 17, 2024

What’s the number one blow off prospects use these days? Not only is it hard to get prospects back on the phone, when you do, you usually lead off with the ineffective opening line of: “Did you have a chance to review that email I sent you?” And then when a prospect blows you off with, “Can you email that to me?”

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Face-to-face Sales Qualified Lead How To Gatekeeper 243

Mr. Inside Sales

FEBRUARY 2, 2024

The reason this is such a common objection is because your prospects have figured out it’s the best way to get sales reps to drop their price! Then remain completely quiet and let your prospect tell you what the REAL objection is!] In this case, “Your Price is Too High.” And most do! Top performing reps, however, know better.

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Face-to-face Gatekeeper How To Licensing 224

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

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.

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Gatekeeper Decision Maker Call-back Telemarketing 275

Mr. Inside Sales

OCTOBER 30, 2023

If you want more “treats” than “tricks” when dealing with prospects, then be bold and call back sooner than you are now. I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc, but why would you want to miss all the sales this prospect will place in the meantime?

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Call-back Face-to-face Follow-up Gatekeeper 240

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. Qualify prospects better and learn their buying motives. Click Here to read about the program. Click this special link to make a purchase. Give better demos and presentations.

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

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.

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Gatekeeper Decision Maker Call-back Inside Sales 139

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.

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Gatekeeper How To Decision Maker Meeting 121

Mr. Inside Sales

AUGUST 7, 2020

This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”. Then: “And also, I’m not the decision maker on this, I’m just an influencer.

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Prospecting Decision Maker Face-to-face Gatekeeper 199

Mr. Inside Sales

FEBRUARY 19, 2024

Because of this, it fools many sales reps who think that perhaps after a week or two the prospect might actually buy. Like my suggestions from the last two weeks, try this the next time you get this objection, and see if you can have an open, honest discussion with your prospect. But they rarely do. That’s the only way to win a sale.

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Face-to-face How To Gatekeeper Licensing 202

Mr. Inside Sales

APRIL 14, 2023

To follow up on the blog post from two weeks ago (about the one quick fix to get your VMs returned ), here is the second quick fix: Stop trying to trick your prospect! So do your prospects. Your prospects can see through you and your message will be deleted quickly. I ALWAYS delete these messages the moment I hear them.

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Face-to-face Gatekeeper Licensing Decision Maker 254

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

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

Mr. Inside Sales

MARCH 2, 2024

What this tells the hiring manager is that you’re likely to “talk past the close” when on the phone with a prospect! Mistake Number Two: Talking past the close. Too many sales reps like to talk. The way to correct that is to listen to the question, compose your thoughts, and then give a succinct answer and quit talking. Less is more.

Hiring 241

Hiring Face-to-face Gatekeeper Licensing 241

Mr. Inside Sales

JUNE 6, 2020

What’s the biggest mistake sales reps make with prospecting or cold calling? Your prospecting will go a lot better if you do! Cold calling mistake #1: Don’t pitch the gatekeeper. To start with, the gatekeeper doesn’t want to hear your pitch. If you need more specific advice on this, see these gatekeeper scripts here.

Prospecting 161

Prospecting Gatekeeper Cold Calling Face-to-face 161

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 Licensing 316

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

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

Mr. Inside Sales

AUGUST 4, 2023

Perfect for reps dealing with the following issues: Reps struggling with call reluctance Getting screened out by the gatekeeper Overcoming blow off objections like, “Just email me something” Identifying decision makers Qualifying prospects Setting call back appointments that stick Giving successful presentations and dealing with objections Staying (..)

Face-to-face 251

Face-to-face Gatekeeper Licensing Decision Maker 251

Mr. Inside Sales

AUGUST 18, 2023

Establishing rapport with a prospect in the very beginning is perhaps the most important first step to earning the right to have a conversation that might eventually lead to a sale. If your prospect asks you how you are (after you ask them), DON’T just say, “fine” or “good” and then launch into your pitch. Try it and see for yourself!

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Face-to-face How To Gatekeeper Licensing 256

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

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.

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Influencer Decision Maker Face-to-face Gatekeeper 288

The Sales Hunter

DECEMBER 13, 2016

One of the toughest prospecting challenges is simply getting connected to the right person. The number of roadblocks seems to grow more each day, and yet the task remains the same — to reach the decision maker. There are 10 ways to get past the gatekeeper that I highly recommend. Plan to also join me […].

Gatekeeper 100

Gatekeeper Prospecting Decision Maker Selling Skills 100

Mr. Inside Sales

AUGUST 21, 2022

He was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it. I told the rep the problem was that he wasn’t making any connection in the beginning and wasn’t allowing his prospect to engage with him at all.

Prospecting 156

Prospecting Face-to-face Sales Qualified Lead Cold Calling 156

Mr. Inside Sales

JULY 30, 2021

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? You could do two: one for prospecting and one for the close. Ever feel stalled during a close?

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

Mr. Inside Sales

JULY 9, 2023

Perfect for reps dealing with the following issues: Reps struggling with call reluctance Getting screened out by the gatekeeper Overcoming blow off objections like, “Just email me something” Identifying decision makers Qualifying prospects Setting call back appointments that stick Giving successful presentations and dealing with objections Staying (..)

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Face-to-face Gatekeeper Licensing Decision Maker 222