Stop “Following Up,” and Start Closing

Mr. Inside Sales

Is it something like: “I’m just calling to follow up on our proposal….”. The post Stop “Following Up,” and Start Closing appeared first on Mr. Inside Sales. How do you open your 2 nd or 3 rd. call to prospects whom you’ve already pitched?

One Thing To NEVER Do When Following Up On Literature

MTD Sales Training

You finally reach the decision maker (DM) after a lot of work and getting past a few tough gatekeeper screens. There are statements and questions most sales people ask when following up on literature that create obstacles and hamper the sales process.

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Are You Patiently Following Up?

Smooth Sale

Attract the Right Job or Clientele: Patiently following up stirs up emotion in almost everyone. But a small percentage of salespeople view follow-up as getting their game on for achieving their goals. Most people fall down on follow-up.

How Do I Get Past the Gatekeeper?

The Sales Hunter

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.

How to write a killer follow-up email sequence that draws replies


I’m not going to tell you that 48% of salespeople never follow up because that statistic is fake. What I’m going to tell you, however, is that I receive enough cold emails to know that most of them aren’t followed up on. What I can also tell you is that as a sales automation tool , my company helps hundreds of customers write their follow-up emails, because most of the time, they’re pretty bad. Is following up always worth it, though?

Learn How to Get the Gatekeeper on Your Side

No More Cold Calling

Getting past the gatekeeper shouldn’t be so daunting. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? The dreaded gatekeeper. The Gatekeeper Is Not the Enemy. Are You Always Successful at Getting Past the Gatekeeper?

4 Ways to Get Past the Gatekeeper (No Tricks Required)

No More Cold Calling

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.

3 Words to Ditch To Improve Your Sales – Sales eXecution 304

The Pipeline

Words impact and reflect you view of things and situations, and while many will argue that it’s just semantics, they fail to realize or acknowledge the degree to which words you choose reflect and signal your intent; something that your buyers pick up and are influenced by as much as anything.

Even After All Of This “Web Stuff” You Still Need To Engage With Your Prospects

MTD Sales Training

Will you face a strong gatekeeper screen? However, there are times when you need to put down the mouse and pick up the telephone! Pick up the telephone and put a real voice and personality behind the image. You made the initial contact through LinkedIn.

Stop Pitching the Gatekeeper – and What to Do Instead

Mr. Inside Sales

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.

The Gatekeeper in Sales Still Holds the Key


Most of us aren’t lucky enough to have a gatekeeper. What is a gatekeeper in sales? A gatekeeper (at the risk of using an outdated term) is the person designated to keep a protective barrier or ‘screen’ around important or ultra-busy people. Common titles or job descriptions for traditional gatekeepers might include executive assistants, departmental administration or even the multitasking receptionist.

The 5 Secrets to Get Your Email Returned

Mr. Inside Sales

Break up your paragraphs into sentences if possible to make them easy to read and accessible. Email Secret #5: Promise to follow up by phone if they don’t respond. On the other hand, there will be others who don’t respond and they become your follow up leads….

“Can You Email That to Me?”

Mr. Inside Sales

And unfortunately, chasing down busy professionals—especially people who don’t want to be followed up with—will make reaching these prospects very frustrating… The solution? What’s the number one blow off/stall prospects use these days? Can you email that to me?”.

How to Find the Decision Maker (& 25 Qualifying Questions to Ask Them)

Hubspot Sales

The first person you talk to will usually be a gatekeeper , who is still a valuable contact to have. Many professionals keep their LinkedIn profiles up-to-date with their title and information about their statement of work. Connect with an associated gatekeeper. A gatekeeper is typically an executive assistant or associate who has direct contact with the decision maker. This can actually be a good thing, as gatekeepers are often a valued partner to the decision maker.

Three Ways to Get a Prospect to Respond

Mr. Inside Sales

While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. By including this sentence my communications, I not only get more responses, but I remove the “beg” in my pitch/follow up.

Improve Your B2B Sales Process with Company and Contact Data


Bypass gatekeepers. Secretaries, administrative assistants, and phone operators are often referred to as gatekeepers in the world of sales. Of course, it’s not impossible to gain access to top sales prospects by first speaking to a gatekeeper.

Why Is It So Hard to Ask for a Referral? [February Referral Selling Insights]

No More Cold Calling

I know you’ll want to attend every session, but just in case an important client meeting comes up, you’ll receive the recording. Learn How to Get the Gatekeeper on Your Side. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople?

Just Email Me Something….

Mr. Inside Sales

If you’re like many sales reps, you accept this stall and become a willing participant in the follow up drama that ensues. Let me know when it pops up, and I’ll show you a couple of links you’ll want to explore later. Allow you to set a definite follow up appointment.

How to Overcome the “I’m not interested” objection

Mr. Inside Sales

Should I lose your number or put you on a 6-month follow up call?” (Say For companies registering up 5 or more reps, your average investment is less than $399 per rep! Top sales reps—the ones making the most sales and commissions—know how to handle repeatable selling situations.

Sales Management: The One Metric That Matters Most

Mr. Inside Sales

For example, on the prospecting or cold call, did your rep: Handle the gatekeeper professionally and get put through to the decision maker? Set a specific follow up call and a follow up action? Greetings from Chicago!

The Harder You Work, The Luckier You’ll Get

Mr. Inside Sales

They find too many other things to do instead of constantly hunting or contacting prospects or following up with clients. “I If you’re picking up the phone and dialing…. As a top producer, I’m sure you can come up with some of your own.

5 Quick Secrets to Compelling Emails

Mr. Inside Sales

Secret #3: Break your paragraphs up into sentences. Break up your sentences into paragraphs if possible to make them easy to read and accessible. Secret #5: Promise to follow up by phone if they don’t respond. Suddenly, when they do pick up, they’ll be a warm call.

Why You Should STOP Cold Calling Immediately (2020 Update)

No More Cold Calling

Cold callers tell you to just pick up the damn phone. Consider the following situations: You call someone because you got their name came from a colleague or friend. You call someone and then follow up with a letter. Repeat After Me: I Will Not Cold Call.

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! Another negative sales persona is someone who turns up at the latest supplier review meeting, announcing proudly he is the new account manager, then asks for an explanation of the history between the two companies – arghhh! Author: Peter Gillett, CEO and founder, Zuant.

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3 Customer Service Secrets – True or False?

Mr. Inside Sales

When you have to call your cell phone company, do the following words describe your feelings? Let’s clear up some myths about what it takes to hire or train outstanding customer service reps. Dread Frustrated Anger Hope.

5 Tips For Handling Today’s NEW Cold Call

MTD Sales Training

Following are five powerful tips to keep in mind when making that new type of cold call. #1: 1: The Gatekeeper Screen. We met on LinkedIn recently, and I’m calling to follow up on your question…” . #4: Have it right here…opening it up as we speak.”.

Overcoming objections in sales: 40+ examples, tactics, and rebuttals

When you leave the responsibility of follow-up to your prospects, you’re basically surrendering the deal. Agree to send them more information, but don’t hang up yet. Ask them an open-ended follow-up question like, “Just so I know what to include in my email, can you tell me …”.

[Note to the Sales Manager] Why Your Sales Reps Can’t Close

No More Cold Calling

Follow-up consisted of a series of emails that promoted products, didn’t address the client’s unique concerns, and had no calls to action. What is the marketing plan for following up? If your reps are chasing cold leads, they’re pretty much set up to fail.

The Importance of Call Dispositions & How to Leverage Them in Reporting


Once call is over, hang up. Gatekeeper. Inbound Lead Follow-Up. Connected – DM: Qualified, App Follow Up. Connected – Gatekeeper or Future Follow Up. Gatekeeper (Admin, S/B, Other Person). Follow Up Call. These days, revenue leaders have huge swaths of data right at their fingertips. Yet a lot of data is under-utilized, sitting in a silo, or simply not what they need to make informed decisions.

How to Ask for Referrals: A Comprehensive Guide

No More Cold Calling

When sales teams know how to ask for referrals, they don’t have to worry about identifying decision-makers, bypassing gatekeepers, or proving themselves trustworthy. Recommendations, shared social connections, and name dropping don’t warm up leads. Follow up.

Five Ways to Amp Up Direct Sales

Sales and Marketing Management

Often, the differentiator may come down to the sales rep, whose product knowledge, experience and ability to solve the customer’s problem end up being the deciding factor in turning a prospect into a customer. Are you speaking to decision makers or gatekeepers or influencers?

Sales Experts Give Tips on Cold Calling Cell Phones


Companies are now using cell phone numbers to skip gatekeepers, and sure enough, we’ve find it a bit easier to get this data with our algorithms. Tip #3: Follow-up with a text. By: Ryan O’Hara and Isabel Roche.

The Best Cold Calling Tip Is Stop Immediately (Do This Instead)

No More Cold Calling

Consider the following situations: You call someone who downloaded a whitepaper or watched a webinar. You call someone and then follow up with a letter. Now, if only there was a way to warm up cold leads …. . Have you ever met a salesperson who enjoyed cold calling?

Growth Begins with Data—and Your Competitors Already Know It

DiscoverOrg Sales

Sales reps aiming to displace the current provider were stuck dialing into dead-end corporate switchboard phone numbers, getting stonewalled by gatekeepers, never to reach their buyer’s voicemail box—let alone pitch their product to a decision-maker. About 80% of non-routine sales require five follow ups after the initial meeting. Cutting gatekeepers out of the equation ensures that each touch point is effectively directed toward sales conversion.

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7 Reasons You Should Be Mining Auto-Replies for Best-Fit Leads

Hubspot Sales

When you discover best-fit leads from email replies, they could be the very key influencers, gatekeepers, and the decision makers you want to get in front of. Set a date for a follow-up call or email one or two days after your lead.

15 best cold calling books to take your sales team to new levels

They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. The final section sums up how to sound smart, stay motivated , and concludes with a case study on smart calls.

B2B Event Lead Generation – Guide


That methodology has helped us conduct hundreds of successful campaigns at events, set up thousands of appointments, and convert into hundreds of customers. So you’ll either need to wait for the person to finish their schedule, or set up an appointment to meet them later.