3 Critical Things You Need To Know About Today’s Gatekeeper

MTD Sales Training

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. However, most GKs today are collage educated skilled professionals.

Continuing Education: The Key to Immediate & Long-Term Success

Mr. Inside Sales

A salesperson’s education is never completed: each day offers new opportunities to learn. Quotes on continuing education you might enjoy: “Only the most exceptional salespeople seek sales training.

Get the Gatekeeper on Your Side

No More Cold Calling

The gatekeepers are onto your tricks. Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers. But gatekeepers are good at their job. Gatekeepers can smell phoniness a mile away.

Why Customers Hate Small Talk

The Science and Art of Selling

So, whether you’re a manufacturer, service provider, retailer, even educator, you have something to sell to your distributors, clients, customers, students and parents. You like people and enjoy sales. You believe everyone, no matter their profession, is really a sales person.

Internal and External Content for Sales

Anthony Iannarino

Both of these statements represent part of the same truth, the first a result of gatekeepers controlling what was published, the second caused by the glut of content posted. Now, with no gatekeepers, content proliferates unabated by any external force.

Rejection in Sales: What to Do About It

Mr. Inside Sales

Nothing but education, nothing but the first step to something better.” “Rejection is an inevitable consequence of selling. Ironically, this fact is good news for the disciplined salesperson.

Sales Game Shares 17 Helpful Tips to Reach C-Level

Score More Sales

As a very successful inside sales rep, I never bullied the receptionist or gatekeeper, and even today, when need be, we pick up the phone and usually always reach our intended party. He probably won’t be calling me back, but then again, he did get some good sales education.

The Top Ten Changes In Sales Over The Past Ten Years

Bernadette McClelland

Technology was limited, so we, as salespeople, had more control around educating our clients and winning the business so long as our activity levels and product knowledge was on point. Besides many today have their own gatekeepers.

Worst Case Scenario

John Barrows

If I try to be a little more direct with a gatekeeper and be upfront about working with them to get through to the right person and they think I’m rude, am I ok with that? (As It’s helped me put things in perspective and take educated risks that have paid off more often than not.

Introducing Accelerate, The Global Community for Sales Enablement Practitioners


For the past year, we’ve been working with a small group of sales enablement practitioners to better understand the needs of practitioners and have already added more than 100 educational, practitioner-provided resources to the site. . Allison is Accelerate’s gatekeeper and leader.

Five Ways to Amp Up Direct Sales

Sales and Marketing Management

Not education or pedigree. Are you speaking to decision makers or gatekeepers or influencers? Author: Todd Handy Before we start, let’s make sure we’re all on the same page regarding the term “direct sales.”

Who needs to change – buyer or seller?

Bernadette McClelland

Have gatekeepers had some form of combat training? Focus on how to educate both himself and his customer and position himself as a true person of influence helping make the complex simple. Who needs to change – buyer or seller? Who has noticed that the sales landscape is changing at an accelerated pace and has no intention of slowing down? Have any of you figured out what is going on yet? Is customer loyalty really down?

Buyer 160

Effective Ways to Sell to C-Suite Buyers


Often, the only way to get past their gatekeepers will be via a warm introduction from someone they know and trust as a credible source. If you can educate and nurture multiple stakeholders, not only might you get a warm introduction from one of them, you might also have someone on your side to support your pitch to the executive. . When you’re selling to a mid- or lower-level buyer, it’s usually a multi-step process to get to the real decision-maker.

Buyer 73

How to Generate More B2B Leads for Your Sales Team

Hubspot Sales

In many ways, this makes prospecting easier -- but the budgets, stakeholders, and gatekeepers you encounter throughout the sales cycle can make finding the right B2B leads that much more important.

B2B 112

6 Qualities Of The Modern Day Sales Professional

MTD Sales Training

Today’s modern consumer is educated and has access to more information about you and what you sell, than ever before in history. Perhaps the problem is the length of response time to web inquirers, or maybe it is that you are having a problem with gatekeeper screens.

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! They earn the right to ask for the business because they show up at that first meeting educated about the prospective buyer’s unique situation and how their solution addresses a specific problem. Author: Peter Gillett, CEO and founder, Zuant.

How To 185

Do You Buy Shoes?

Smooth Sale

Persevering past the gatekeepers proved to be well worthwhile. Sales Tales that Educate and produce a Laugh! . Attract the Right Job or Clientele: Shoes are a necessity for work. Not only do we buy shoes, but so do our clients.

Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

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. Business leaders understand that data is the critical heart of growth and expansion.

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

Hubspot Sales

Prospect - Connect with your leads by identifying and making contact with the gatekeeper and decision maker at your prospective company. Educate and evaluate - It’s time to evaluate and qualify needs by identifying your prospect’s pain points and business goals.

The Essential Selling Skills Bootcamp Part 3: Prospecting in a Cluttered World

Closer's Coffee

Not knowing how to work with gatekeepers. Educate your connection with what you offer. For Part 1 of the Essential Selling Skills Bootcamp, click here. For Part 2, click here.

Changing Careers is Easier Than You Think – Why Are You Waiting?

A Sales Guy

Start reading, educating and learning everything you can. There are fewer gatekeepers, fewer hurdles, and fewer rules. George posted on LinkedIn that he wanted to switch careers and become a product manager. He wanted to move from being an SDR (Sales Development Rep).

The Proven Process for Developing a Go-to-Market Strategy

Hubspot Sales

Gatekeeper: Blocker in getting a product implemented or approved. This is hard to build, as the people can be difficult to recruit and educate on the benefits of your product. Steps for developing a GTM strategy. Identify the buying center and personas.

Are You Patiently Following Up?

Smooth Sale

Call after 5:00 pm – the time the gatekeepers generally leave for the d ay. Sales Tales that Educate and produce a Laugh! Attract the Right Job or Clientele: Patiently following up stirs up emotion in almost everyone. Some of the adjectives include annoyance, fear, and negativity.

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

Sales Hacker

Ease of getting past gatekeepers. Post-sales funnel — responsible for educating buyers while tracking customer satisfaction.

B2B 99

Having Trouble Connecting With Your Customers? Rethink Your Hiring Practices.

Hubspot Sales

Reps were gatekeepers to information and controlled the buying process. Today's buyers can access more product information independently and expect more from the salespeople they work with, so the ability to quickly self-educate on a wide variety of topics is essential.

To Chatbot or Not to Chatbot for B2B Lead Generation?


Working in B2B lead gen company, having had numerous conversations with our VP of Sales Michael Maynes, who regularly preaches that selling should be an education– not pushy– I was furious, to say the least.

Sales Enablement Defined: Your Guide to Sales Prospecting


Social selling has become an effective way for reps to educate and engage buyers on a more personal level. Introducing yourself with some background knowledge of the organization increases your chances of getting through a gatekeeper to key decision makers. Let’s face it; prospecting isn’t the most fun part of selling. However, it is a crucial part of finding potential buyers, developing relationships with them, and closing deals.

SBWA — Selling By Walking Around

Partners in Excellence

Perhaps we make educated guesses based on financial performance or what we’ve read. Nothing can transform a relationship with a gatekeeper more effectively than by starting your SBWA with them and engaging them in the discovery process themselves. Tom Peters and Robert Waterman introduced the world to the acronym, MBWA–management by walking around, in their 1982 book, In Search Of Excellence. Apparently, term can be traced back to practices in HP in the 70′s.

The Ultimate Guide to Sales Prospecting: Tips, Techniques, & Tools to Succeed

Hubspot Sales

Gatekeeper: Person in charge of communicating or preventing information from reaching a decision-maker; for example, receptionists or personal assistants. We usually have to go through a gatekeeper to reach them. Educate and Evaluate. Tick tock, tick tock, tick tock.

Tools 114

40+ of the World’s Best Sales Training Programs to Get Your Team Into Shape

Sales Hacker

Focusing on the human side of selling , BTS is a global community of more than 600 all-star performers in six continents from the field of sales, business, education, sports, and real life. Dealing with gatekeepers.

Sales Enablement Defined: Your Guide to Sales Prospecting


Social selling has become an effective way for reps to educate and engage buyers on a more personal level. Introducing yourself with some background knowledge of the organization increases your chances of getting through a gatekeeper to key decision makers. Let’s face it; prospecting isn’t the most fun part of selling. However, it is a crucial part of finding potential buyers, developing relationships with them, and closing deals.

What Every Salesperson Should Know about the Language of Deal Making By Tom Searcy and Henry DeVries

Sales Training Advice

And these characteristics are important—to the department manager whose responsibility is to serve as the gatekeeper for the department. The ex-head of an Ad Age 500 agency, Henry is on the marketing faculty and is the assistant dean of continuing education at the Univ. Warren Buffett, the world’s greatest dealmaker, has two rules when making big deals: “Rule Number 1: Never lose money. Rule Number 2: Never forget rule Number 1.”.

How to make sales calls [The Ultimate Guide]


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.

Overcome Objections and Close the Sale By John Boe

Sales Training Advice

The majority of salespeople have a tendency to overwhelm and bore their prospects by over educating them. Unfortunately, the first two orders many new salespeople receive are “Get out and stay out!” ” It is only natural for your prospect to procrastinate when asked to make a decision involving money.