Sales and Marketing Management

AUGUST 14, 2017

Executives are more likely to have admins (often referred to as gatekeepers) that invariably will ask a question that sends shivers down many sellers’ spines: “Who is this and what is it regarding?”. Let’s take a step back and more closely consider the term “gatekeeper.” So how can salespeople get past this hurdle with gatekeepers?

Gatekeeper 249

Gatekeeper Buying Cycle Call-back Face-to-face 249

Mr. Inside Sales

MARCH 2, 2024

Need More Proven Responses to the Selling Situations You Face Every Day? 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. Nothing is more of a Red Flag to a potential hiring manager than instability of employment. Less is more.

Hiring 241

Hiring Face-to-face Gatekeeper Decision Maker 241

Mr. Inside Sales

FEBRUARY 19, 2024

If you’ve found these rebuttals helpful, why not invest in a book of hundreds of other proven responses to the objection you or your team faces every day? Need More Proven Responses to the Selling Situations You Face Every Day? Ah, the amorphous, “I want to think about it.” But they rarely do. You’d better find out what it is. ]

Face-to-face 202

Face-to-face How To Gatekeeper Decision Maker 202

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

Mr. Inside Sales

AUGUST 4, 2023

Need More Proven Responses to the Selling Situations You Face Every Day? Need More Proven Responses to the Selling Situations You Face Every Day? 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. Have a great week!

Face-to-face 251

Face-to-face Gatekeeper Decision Maker Licensing 251

Mr. Inside Sales

OCTOBER 30, 2023

Need More Proven Responses to the Selling Situations You Face Every Day? 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. Try: “How often do you find yourself needing these?” Ask them and follow up sooner than are now!

Call-back 240

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

Mr. Inside Sales

JULY 24, 2023

His face brightened, and we exchanged pleasantries for a few minutes, and then I asked politely for the directions to St. Nothing gets you further with a gatekeeper than using those magic words, and being polite and professional always helps you with both prospects and clients. Mark’s Square. Abruptly, I asked, “Where is St.

Face-to-face 235

Face-to-face Gatekeeper Call-back Inside Sales 235

Mr. Inside Sales

JULY 9, 2023

Need More Proven Responses to the Selling Situations You Face Every Day? 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. What separates the talented individual from the successful one is a lot of hard work.”

Face-to-face 222

Face-to-face Gatekeeper Decision Maker Licensing 222

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). This will primarily look at the latter.

Gatekeeper 275

Gatekeeper Decision Maker Call-back Telemarketing 275

Mr. Inside Sales

APRIL 14, 2023

Need More Proven Responses to the Selling Situations You Face Every Day? 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. Everyone knows that a partial message like: “Hey _, this is Mike. Search my blog if you missed them.)

Face-to-face 254

Face-to-face Gatekeeper Decision Maker Licensing 254

Mr. Inside Sales

NOVEMBER 20, 2023

Need More Proven Responses to the Selling Situations You Face Every Day? 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. AT&T then sent a letter announcing superfast speeds and made an offer for first time subscribers.

Google 222

Google Face-to-face Gatekeeper Decision Maker 222

Mr. Inside Sales

JULY 20, 2021

This powerful CD (or MP3 Download) will instantly improve your ability to: • Get past gatekeepers. Need More Proven Responses to the Selling Situations You Face Every Day? 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.

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

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

OCTOBER 14, 2023

Need More Proven Responses to the Selling Situations You Face Every Day? 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. Greetings to you on an early fall morning! ” –Florence Shinn “Forget past mistakes. .”

Face-to-face 259

Face-to-face Gatekeeper Decision Maker Licensing 259

Mr. Inside Sales

JANUARY 6, 2024

Need More Proven Responses to the Selling Situations You Face Every Day? 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. Happy New Year! Overwhelmed by all your “to-do” goals? ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

Mr. Inside Sales

AUGUST 18, 2023

Need More Proven Responses to the Selling Situations You Face Every Day? 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. Get it wrong, and that could mean the end of your call—and your chance to make a sale.

Face-to-face 256

Face-to-face How To Gatekeeper Decision Maker 256

Mr. Inside Sales

JULY 30, 2021

If you found this article helpful, then you’ll love Mike’s eBook, “The Complete Book of Phone Scripts” with over 130 pages of powerful and effective scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more money! Your next blog will arrive on Tuesday, August 17 th. Happy Selling!

Closing 334

Closing Gatekeeper Face-to-face Decision Maker 334

No More Cold Calling

DECEMBER 18, 2014

When you have a referral introduction, there’s no need to dupe the gatekeeper. It’s tiresome reading about how to get past the gatekeeper. These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, and a waste of sales time. Gatekeepers are good at their jobs. Of course you would. Think again.

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303

Mr. Inside Sales

JUNE 26, 2023

Art Linkletter “A fear faced is a fear erased.” Need More Proven Responses to the Selling Situations You Face Every Day? 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. They always seem to make the day brighter for me.

Face-to-face 198

Face-to-face Gatekeeper Decision Maker Licensing 198

Mr. Inside Sales

MARCH 17, 2023

Need More Proven Responses to the Selling Situations You Face Every Day? 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. What are they hoping to find in a solution like ours?” Does the (decision maker) take your suggestions/advice?”

Decision Maker 261

Decision Maker Face-to-face Gatekeeper Licensing 261

Mr. Inside Sales

SEPTEMBER 17, 2023

Need More Proven Responses to the Selling Situations You Face Every Day? 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. Finding ways to remain calm and collected during our busy jobs in sales is certainly needed!

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

No More Cold Calling

JUNE 19, 2014

The gatekeepers are onto your tricks. Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers. 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. Of course you would. Think again.

Gatekeeper 280

Gatekeeper Referrals Cold Calling B2C 280

Mr. Inside Sales

MAY 11, 2023

Need More Proven Responses to the Selling Situations You Face Every Day? 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. Have you ever observed your self-talk after you lose a sale? Mine used to go something like this: “Darn it!

Face-to-face 250

Face-to-face Call-back Gatekeeper Decision Maker 250

Mr. Inside Sales

MAY 14, 2022

What these approaches have in common is they are passive, and they give the gatekeeper control of the call. Need More Proven Responses to the Selling Situations You Face Every Day? 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.

Gatekeeper 235

Gatekeeper Face-to-face Decision Maker Licensing 235

Mr. Inside Sales

JANUARY 7, 2023

Need More Proven Responses to the Selling Situations You Face Every Day? 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. Getting screened out by the gatekeeper. Want to make 2023 your best year ever? Guaranteed.

Face-to-face 259

Face-to-face Guarantee Gatekeeper Decision Maker 259

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

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

Mr. Inside Sales

FEBRUARY 19, 2023

Need More Proven Responses to the Selling Situations You Face Every Day? Need More Proven Responses to the Selling Situations You Face Every Day? 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. How do you do that?

Face-to-face 255

Face-to-face Gatekeeper Decision Maker Licensing 255

Mr. Inside Sales

OCTOBER 1, 2023

Need More Proven Responses to the Selling Situations You Face Every Day? 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. Doesn’t work. When you get a second, give me a quick call back, and I promise I’ll be brief.

Face-to-face 173

Face-to-face Cold Calling Call-back Gatekeeper 173

Mr. Inside Sales

JANUARY 14, 2023

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. So, what is the most effective way to sell a pencil? And off they go….

Face-to-face 254

Face-to-face Gatekeeper How To Sales Qualified Lead 254

Mr. Inside Sales

FEBRUARY 3, 2023

Need More Proven Responses to the Selling Situations You Face Every Day? Need More Proven Responses to the Selling Situations You Face Every Day? 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. And you can.

Face-to-face 233

Face-to-face Gatekeeper Decision Maker Licensing 233

Mr. Inside Sales

APRIL 30, 2023

Need More Proven Responses to the Selling Situations You Face Every Day? 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. Problem: Salespeople talk too much when they finally get a prospect on the phone. Adopt the word “Oh?”

Sales Qualified Lead 212

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 212

Mr. Inside Sales

APRIL 23, 2021

Need More Proven Responses to the Selling Situations You Face Every Day? 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. Their boss/spouse/purchasing won’t let them buy. They like a different solution. And many, many more reasons….

Face-to-face 334

Face-to-face Gatekeeper Decision Maker Licensing 334

Mr. Inside Sales

MARCH 2, 2023

And I’ll bet that’s better than what’s happening now… Need More Proven Responses to the Selling Situations You Face Every Day? 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. Also, tell them your name again at the end as well.

Face-to-face 230

Face-to-face Call-back Gatekeeper Decision Maker 230

Mr. Inside Sales

JUNE 25, 2022

Need More Proven Responses to the Selling Situations You Face Every Day? 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. And I still hear the same mistakes…. Instead, respond with: “Absolutely! AND, make this ask assumptive.

Gatekeeper 156

Gatekeeper Face-to-face Decision Maker Licensing 156

Mr. Inside Sales

OCTOBER 21, 2022

Need More Proven Responses to the Selling Situations You Face Every Day? 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. And most of that came down to my attitude. Would you want someone to catch your attitude?”

Face-to-face 271

Face-to-face Gatekeeper Decision Maker Licensing 271

Mr. Inside Sales

JUNE 11, 2021

Need More Proven Responses to the Selling Situations You Face Every Day? 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. This is a problem. And that’s because when your mouth is open, your ears are closed. What’s the solution?

Face-to-face 317

Face-to-face Gatekeeper Decision Maker Licensing 317