Janek Performance Group

FEBRUARY 16, 2022

Without question, gatekeeper is the most intimidating designation in sales. Often, if the gatekeeper doesn’t like you, you’re not meeting the VIP you need, let alone presenting a pitch. Here are five keys to advance past a gatekeeper: No Funny Business. Remember, to the gatekeeper, you are no better than the mail carrier.

Gatekeeper 116

Gatekeeper Decision Maker Influencer ACT 116

Mr. Inside Sales

OCTOBER 25, 2019

call to prospects whom you’ve already pitched? Is it something like: “I’m just calling to follow up on our proposal….”. Why not lead your prospect into the sale by referring back to the benefits he or she is going to get by working with you? Try this: “{Prospect}, great speaking with you again. Who Should Attend?

Follow-up 120

Follow-up Closing Face-to-face Call-back 120

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?”

Face-to-face 243

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

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

Hubspot Sales

DECEMBER 22, 2017

Today’s salespeople need to know more about their prospects before conducting outreach. Here are a few ways to determine which type of prospect you're speaking with. How to Identify Sales Prospects. 1) The Gatekeeper. The gatekeeper is usually an executive assistant or associate to the decision maker.

Decision Maker 141

Decision Maker Gatekeeper Influencer Prospecting 141

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. How to Get Past the Gatekeeper When Cold Calling.

Gatekeeper 128

Gatekeeper Decision Maker How To Cold Calling 128

Mr. Inside Sales

APRIL 14, 2024

I can’t believe this company is asking me to actually show up to an office!” You know how it is: You’ll be minding your own business and then suddenly you’ll hear things like: “These leads suck.” “I I can’t make any real money here.” “I Unlimited License: One to 100 reps can attend for one low price!

Face-to-face 224

Face-to-face Gatekeeper Licensing Decision Maker 224

Janek Performance Group

DECEMBER 20, 2023

Prospecting is one of the most fundamental sales skills. However, as the sales environment shifts, sellers must update how they prospect. Last July, we hosted the webinar, Mastering the Art of Prospecting: Key Strategies for Success. Here, we examined the fundamental principles of modern prospecting.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

MTD Sales Training

JULY 5, 2012

You finally reach the decision maker (DM) after a lot of work and getting past a few tough gatekeeper screens. With great skill, you established some rapport and interest and the prospect apparently is looking forward to receiving your literature. The interest and rapport are gone and the prospect rushes you off the telephone.

Follow-up 266

Follow-up Gatekeeper Decision Maker Call-back 266

Zoominfo

FEBRUARY 17, 2021

Sales reps look to increase conversion rates by upping their cold call game. Let’s take a look at what should go into cold calling guidelines, what regulations to follow, and how to create a cold call script. Guidelines for cold outreach may vary by company and department, but every organization must follow SEC regulations.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

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. Search my blog if you missed them.) Believe me.

Face-to-face 254

Face-to-face Gatekeeper Licensing Decision Maker 254

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

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

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

NOVEMBER 20, 2023

A few months ago, both AT&T, and then Google Fiber, dug up our street and lawns and bushes to install fiber Internet cable. Then a Google rep showed up out of the blue, canvassing the neighborhood. Then they showed up because my neighbor switched to them. And then nothing from them. Google Fiber did things differently.

Google 222

Google Face-to-face Gatekeeper Licensing 222

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! Unfortunately, many sales reps just show up, are not prepared, and haven’t done any research on the company they’re interviewing for. Mistake Number Two: Talking past the close. Too many sales reps like to talk.

Hiring 241

Hiring Face-to-face Gatekeeper Licensing 241

Mr. Inside Sales

AUGUST 4, 2023

You can sign up to receive one on my author’s site. Click here and scroll to the middle and sign up for free. To attain Wisdom, remove things every day.”—Lao Lao Tzu If you enjoy quotes like these, I send a new one out every Wednesday. Have a great week! Need More Proven Responses to the Selling Situations You Face Every Day?

Face-to-face 251

Face-to-face Gatekeeper Licensing Decision Maker 251

Mr. Inside Sales

JUNE 25, 2022

Please tell prospect’s first name , that John Davis is holding, please.”. #2: 3: When you are scheduling an appointment to follow up, don’t use the generic: I’ll call you in a month to follow up…. Instead, you should ask the prospect when a good time to follow up is.

Gatekeeper 156

Gatekeeper Face-to-face Licensing Decision Maker 156

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…”. Here’s what I teach: Prospects have all the answers. Take what a prospect gives you.

Prospecting 199

Prospecting Decision Maker Face-to-face Gatekeeper 199

Smooth Sale

JULY 24, 2018

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. My Story of Patiently Following Up.

Follow-up 84

Follow-up Referrals Gatekeeper Decision Maker 84

Mr. Inside Sales

JULY 9, 2023

Goethe If you do, then you can receive one each Wednesday by signing up here. Sign up today. .” –-Jimmy Buffet “Nothing is worth more than this day.”—Goethe Scroll to the middle of the page). Hundreds of other sales reps are already enjoying an amusing or enlightening quote in the middle of their week—you should, too!

Face-to-face 222

Face-to-face Gatekeeper Licensing Decision Maker 222

Mr. Inside Sales

JULY 24, 2023

He looked up at me, not smiling, shrugged his shoulders and said, “I don’t know.” 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. Mark’s Square?” How do I get there?”

Face-to-face 235

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

MTD Sales Training

JULY 12, 2012

The Gatekeeper; that secretary, receptionist or otherwise, frontline person whose job, it seems, is to make your life as a professional sales person, miserable. Yes, a good gatekeeper (GK) can indeed cause havoc and prevent you from getting to the decision maker (DM). So to get past more gatekeepers, just get in the gate.

Gatekeeper 271

Gatekeeper Decision Maker Account Course 271

Mr. Inside Sales

APRIL 30, 2023

Problem: Salespeople talk too much when they finally get a prospect on the phone. They talk over their prospects and generally learn very little about what it takes to close a sale. with your voice lifting up at the end of the word. Then hit MUTE again and listen as your prospect reveals more. Like you’re really curious.

Sales Qualified Lead 212

Sales Qualified Lead Face-to-face Gatekeeper Licensing 212

Mr. Inside Sales

FEBRUARY 19, 2023

At first, it seemed almost rude to utter it… But let me ask you: out of ten prospects you pitch to, how many end up actually buying? Yep, two out of ten prospects you speak with turn into buyers. It took me years to believe this. And this means that you spend hours each day pitching to people who are never going to buy!

Face-to-face 255

Face-to-face Gatekeeper Licensing Decision Maker 255

Mr. Inside Sales

SEPTEMBER 25, 2021

Be honest: Do you dutifully send an email and then ask when you can follow up when you get this blow off objection? Script #1: Make sure and have an email already prepared while you’re prospecting. Script #1: Make sure and have an email already prepared while you’re prospecting. Right then! And begin qualifying!

Sales Qualified Lead 284

Sales Qualified Lead Face-to-face Gatekeeper Licensing 284

Mr. Inside Sales

AUGUST 13, 2021

But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. Speaking about prospects hiding behind emails, etc., What to do? That’s right. Relentlessly.

Face-to-face 317

Face-to-face Call-back Gatekeeper Licensing 317

Mr. Inside Sales

OCTOBER 14, 2023

You can sign up for free by clicking here. If you are interested in being a part of this journey, do sign up above. —Victor Hugo, writer If you enjoy quotes like these, you’ll be pleased to know that I send out three new ones every Wednesday. As some of you know, I’m beginning my new career as a writer.

Face-to-face 259

Face-to-face Gatekeeper Licensing Decision Maker 259

Mr. Inside Sales

MAY 11, 2023

Here’s how: When you lose a sale or suffer a difficult call (could be a prospecting call), you hang up and find your attitude is a bit negative, simply say to yourself: “Okay. Here’s the solution: Rather than try to go from negative to positive (very hard to do), it’s better to go from negative to neutral first and then on to positive.

Face-to-face 250

Face-to-face Call-back Gatekeeper Licensing 250

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Mr. Inside Sales

OCTOBER 14, 2022

Why would you want to miss all the sales this prospect will place in the meantime? The smart thing to do is ask a prospect what their buying schedule is. When would be the best time for me to follow up with you?” (And Try: “How often do you find yourself needing these?”.

Call-back 156

Call-back Face-to-face Gatekeeper Licensing 156

Mr. Inside Sales

JANUARY 14, 2023

This is one of the most basic of interview questions I use for prospective sales reps, and the answer reveals so much about their previous training, their understanding of the sales process, and ultimately about what kind of sales rep they are going to be. Getting screened out by the gatekeeper. Qualifying prospects.

Face-to-face 254

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

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. You can use the intel you got from your initial pitch to open up the upsell. At that time, load them up!

Face-to-face 317

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

Mr. Inside Sales

OCTOBER 21, 2022

My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy. 3: Get up and walk around when you’re on the phone. And most of that came down to my attitude.

Face-to-face 271

Face-to-face Gatekeeper Licensing Decision Maker 271

Mr. Inside Sales

JUNE 26, 2023

unknown If you would like to receive a quote like this each Wednesday, then click here and sign up. –John Wooden “Things turn out best for the people who make the best out of the way things turn out.” –Art Art Linkletter “A fear faced is a fear erased.” Unlimited License: One to 100 reps can attend for one low price!

Face-to-face 198

Face-to-face Gatekeeper Licensing Decision Maker 198

Mr. Inside Sales

JANUARY 2, 2023

As you speak with your clients and prospects this week, realize that they are all feeling the same stress as well. Now I’m sure you can come up with your own questions here, but you get the idea. The point is to ask questions and LISTEN to your prospect’s needs. Getting screened out by the gatekeeper.

Face-to-face 223

Face-to-face Gatekeeper Licensing Decision Maker 223

Mr. Inside Sales

JUNE 11, 2021

And when your ears are closed, you learn nothing about your prospect’s buying motives, their possible objections, or whether or not they are buying into your pitch. Ask questions frequently of your prospect. Intersperse it with tons of questions and tie-downs and opportunities to engage and learn more about your prospects.

Face-to-face 317

Face-to-face Gatekeeper Licensing Decision Maker 317