Gatekeeper - Sales Pro Central

Learn How to Get the Gatekeeper on Your Side

No More Cold Calling

FEBRUARY 15, 2018

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. The goal is reaching the right person, which means getting past the gatekeeper. in my Referral I.Q.

Gatekeeper

Gatekeeper Webinar Metrics Sales Qualified Lead Referrals

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

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.

Gatekeeper

Gatekeeper Cold Calling Telemarketing Referrals

Handling the Gatekeeper and Engaging Executives

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

Gatekeeper Buying Cycle Call-back Face-to-face

Webinars

From Curiosity to Competitive Edge: How Mid-Market CEOs Are Using AI to Scale Smarter

Prospect, Personalize, Profit: The New Way Sales & Marketing Teams Are Aligning with AI

MORE WEBINARS

How Do I Get Past the Gatekeeper?

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.

Gatekeeper

Gatekeeper Decision Maker Call-back Follow-up

The B2B Sales Rep’s Guide to Getting Past Gatekeepers

Zoominfo

MAY 6, 2018

Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. Essentially, gatekeepers hold the key to B2B sales success. If you can’t convince a gatekeeper you’re important, you can kiss that sale goodbye. Treat gatekeepers with respect. Use the gatekeeper as your resource.

Gatekeeper

Gatekeeper B2B Decision Maker Cold Calling

How To Get Past the Gatekeeper

The Sales Hunter

AUGUST 20, 2019

You make the call and boom, you’re blocked by the gatekeeper. First off, remember that the gatekeeper is only doing their joy by guarding the gate. Video: How Do I Get Past the Gatekeeper: You handle each one totally different, but it’s determined quickly which category they fall into. We’ve all been there.

Gatekeeper

Gatekeeper Decision Maker How To eBook

How to Leverage the Gatekeeper

Engage Selling

MARCH 16, 2023

How do you leverage the gatekeeper (the person who’s holding you back)? The post How to Leverage the Gatekeeper first appeared on Colleen Francis - The Sales Leader. Ask these specific questions.

Gatekeeper

Gatekeeper How To Sales Sales Leadership

Working Around Gatekeepers

Engage Selling

MARCH 14, 2023

Do you find yourself constantly getting stuck with gatekeepers? The post Working Around Gatekeepers first appeared on Colleen Francis - The Sales Leader. Here’s why and what’ll help you get directly to your buyer.

Gatekeeper

Gatekeeper Buyer Sales Sales Leadership

Two Simple Words to Open More Doors—and Close More Sales

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

Gatekeeper Closing Face-to-face Licensing

Buying happens when it happens

Sales 2.0

MARCH 31, 2025

The economic buyer The users The gatekeepers If you dont know the people that play the roles above, you are taking a risk with your sale. One framework for progressing sales opportunities that I have had a lot of success with is described in Robert Miller and Stephen Heimans book Strategic Selling (now called New Strategic Selling.)

Follow-up

Follow-up Gatekeeper Call-back Up-Sell

How to Get Past the Gatekeeper, According to Sales Reps

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

Gatekeeper Decision Maker How To Cold Calling

A Cold Calling Sequence To Land The Appointment

MTD Sales Training

AUGUST 30, 2017

You’re not trying to fake your way passed a gatekeeper or anything like that, so just be straight up and honest. By saying that, when you call next time and the gatekeeper asks if he is expecting your call, you can truthfully say ‘Yes!”. But it doesn’t have to be that way. What you offer: This has to be a benefit to the prospect.

Cold Calling

Cold Calling Gatekeeper Call-back Energy

10 Ways To Prepare For Your First Cold Call

MTD Sales Training

SEPTEMBER 26, 2018

7) Plan for what to say if you meet a gatekeeper A gatekeeper’s role is to ensure the decision-maker’s time isn’t wasted on calls of little or no value. Effectively, you’re trying to sell to the gatekeeper as well as the decision-maker, so plan what you will say if this person acting as a buffer is encountered.

Cold Calling

Cold Calling Decision Maker Gatekeeper GoldMine

How To Double Your Sales Pipeline in 30 Days

Understanding the Sales Force

MARCH 31, 2025

Switchboards and personal gatekeepers have mostly gone away so you can access decision makers much more easily than in the old days. Today, there are sales intelligence tools that provide us with direct lines and phone numbers to your contacts’ cell phones.

Pipeline

Pipeline How To Cold Calling Inbound

Spectacular Summer Sale!

Mr. Inside Sales

JULY 20, 2021

This powerful CD (or MP3 Download) will instantly improve your ability to: • Get past gatekeepers. (July 20 th to July 26 th , midnight). Click Here to read about the program. Click this special link to make a purchase. Connect with decision makers easier. Qualify prospects better and learn their buying motives. Overcoming objections easier.

Gatekeeper

Gatekeeper Decision Maker Face-to-face Licensing

5 Closing Questions You Need

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! Happy Selling! ON DEMAND SALES TRAINING THAT GETS RESULTS!

Closing

Closing Gatekeeper Face-to-face Licensing

Shortcuts Salespeople Should Never Take, According to Experts

Hubspot Sales

APRIL 9, 2025

Trying to Go Around the Gatekeeper Some salespeople try to avoid the gatekeeper at all costs. However, the gatekeeper doesnt need to be your enemy in fact, he can be your ally. Gatekeepers often have valuable insights about the property and decision-making process that can make or break a sale. Your prospect trusts him.

Gatekeeper

Gatekeeper Decision Maker Ideal Customer Profile Real Estate

People Love To Buy, But Hate To Be Sold

MTD Sales Training

NOVEMBER 14, 2012

You got through a tough gatekeeper screen, set a good appointment, and sealed it with cement. You did everything right. You maintained an excellent prospecting track and qualified the decision maker. The sales interaction was flawless; you covered every objection and left the prospect no choice but to buy.

Gatekeeper

Gatekeeper Decision Maker Objections Referrals

This Is Why Your Lead Generation Process Isn’t Working

No More Cold Calling

AUGUST 9, 2018

Yet, nearly 80 percent say they don’t always get past the gatekeeper. Why can’t they get past the gatekeeper? Breeze Past the Gatekeeper with Referral Sales. Of course, reaching the right person at the right level typically means there’s a gatekeeper looming. Reps view gatekeepers like trolls guarding the bridge.

Lead Generation

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring

3 Tips To Ensure You’re Selling To The Decision Maker

MTD Sales Training

OCTOBER 5, 2018

3) Use the gatekeeper screen to get further information. Some salespeople dread talking to the gatekeeper (a person whose job is to filter approaches so the decision-makers don’t get hounded by sales calls ). Here’s an example of how it works: Gatekeeper: “ABC Ltd, how can I help you?”. Am I right with that assumption?”.

Decision Maker

Decision Maker Gatekeeper Face-to-face Influencer

Best Way to Spend the Fourth of July

Mr. Inside Sales

JUNE 30, 2024

Imagine: for less than $18 you can suddenly fly past gatekeepers, overcome initial resistance statements from prospects, and qualify leads so you’ll know exactly how to close them! And all it takes is a little bit of effort, time, and a tiny amount of money. Unlimited License: One to 100 reps can attend for one low price!

Gatekeeper

Gatekeeper Face-to-face Sales Qualified Lead Licensing

It’s a great time to start upgrading your clients

Sales 2.0

APRIL 23, 2020

Here are some areas in your sales approach that may need to change in order for you and your team to sell to enterprise accounts: Training your sales people to sell in a more complex environment, with more decision-makers, and gatekeepers evaluating the details of your product Ensuring your sales people are able to hold business conversations in enough (..)

Enterprise

Enterprise Enterprise Penetration Gatekeeper

“I Need to Think About It.”

Mr. Inside Sales

APRIL 23, 2021

Unlimited License: One to 100 reps can attend for one low price!

Face-to-face

Face-to-face Gatekeeper Licensing Decision Maker

Cover the bases…or you’re out!

Sales 2.0

OCTOBER 7, 2024

The economic buyer The users The gatekeepers The coach I described these four types of people and gave you some tips on how to find the fourth type of person a “coach”. If you are not confident that you know who the economic buyer is, who the users are, and who the gatekeepers are, then issue yourself a “red flag” for each information gap.

Gatekeeper

Gatekeeper Maximizer Coaching Proposal

Making the most of every opportunity

Sales 2.0

AUGUST 28, 2024

The economic buyer The users The gatekeepers The coach 1. Gatekeepers Gatekeepers are people whose job it is to protect the prospect company. Be careful with gatekeepers. These are: the economic buyer, the users, the gatekeepers, and the coach. Users can be very useful to salespeople.

Opportunity

Opportunity Gatekeeper Coaching Buyer

One Simple Technique to Learn Buying Motives

Mr. Inside Sales

NOVEMBER 16, 2020

Unlimited License: One to 100 reps can attend for one low price!

Motivation

Motivation Face-to-face Gatekeeper Licensing

Sales Reps Not Closing Sales? Try This

No More Cold Calling

JULY 29, 2021

Bypass the gatekeeper and score meetings with decision-makers every time. Only one kind of lead with a 50-to-70-percent conversion rate. Only one kind of lead that sales managers should care about. And that’s referral leads. When you source referrals from trusted colleague and clients, you: .

Closing

Closing Sales Qualified Lead Lead Rank Lead Scoring

Less is More in Sales

Mr. Inside Sales

JUNE 11, 2021

Unlimited License: One to 100 reps can attend for one low price!

Face-to-face

Face-to-face Gatekeeper Licensing Decision Maker

“How to Avoid: ‘Will He Know What This Call is About?’”

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

Gatekeeper Face-to-face Decision Maker Licensing

One Difference Between Top Sales Reps and You

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. When greeted by the receptionist, they’ll ask: “Ah, would it be possible to speak with Dave Anderson?”. Is Dave Anderson available?”. Top reps, on the other hand, are assumptive. Hi, could I speak with Dave, please?”.

Gatekeeper

Gatekeeper Face-to-face Licensing Decision Maker

Would you nominate me?

Mr. Inside Sales

MAY 15, 2020

Unlimited License: One to 100 reps can attend for one low price!

Face-to-face

Face-to-face Gatekeeper Licensing Decision Maker

Busting the GTM Engineer Hype: Better Tools & Data are the Real Answer

Zoominfo

MAY 15, 2025

The real future of GTM will be defined by software that does more than any GTM engineer could lash together on their own: Centralize all your GTM data and intelligence Streamline execution across sales, marketing, and RevOps Eliminate delays, duplications, and technical gatekeepers Reduce the gap between ideas and execution Explore GTM Studio today (..)

Engineering

Engineering Data Tools Scale

Assumptive Questions: The Quick Way to Improve Your Selling Skills

Mr. Inside Sales

JUNE 7, 2024

I’ll get you started: For the Gatekeeper: Closed ended: “Is _ available?” (or—“Can If you would like to instantly improve your selling skills—and so your open and close rate—you can do so by taking just a few minutes to complete the following exercise (don’t worry, it’s easy and fun!). or—“Can I talk to _?) or just—“Hi, __ please.”)

Selling Skills

Selling Skills Gatekeeper Face-to-face Licensing

Overcome Call Reluctance Today!

Mr. Inside Sales

JANUARY 8, 2021

Unlimited License: One to 100 reps can attend for one low price!

Face-to-face

Face-to-face Cold Calling Gatekeeper Licensing

Why You Should STOP Cold Calling Immediately (2020 Update)

No More Cold Calling

DECEMBER 6, 2019

Message to cold callers: Pestering strangers is NOT the way to prospect.

Cold Calling

Cold Calling Social Media Telemarketing Referrals

How to Pitch Multiple Products

Mr. Inside Sales

JULY 6, 2021

Unlimited License: One to 100 reps can attend for one low price!

Face-to-face

Face-to-face How To Pivotal Call-back

Two Great Questions for 2021

Mr. Inside Sales

JANUARY 2, 2021

Unlimited License: One to 100 reps can attend for one low price!

Face-to-face

Face-to-face Gatekeeper Inside Sales Licensing

Improve Your B2B Sales Process with Company and Contact Data

Zoominfo

MAY 8, 2019

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. Spend less time searching and more time selling.

Sales Process

Sales Process Data B2B Company

Tips On Cold Calling – The Cold Calling Tips Cheat Sheet

MTD Sales Training

OCTOBER 30, 2017

Learn How To Get Through Gatekeepers. You need to be able to identify a gatekeeper screen and also know how to get through them! You need to sound as though you are just calling up a colleague for a chat rather than a “have I got a deal for you” salesperson! Opening Is The New Closing.

Cold Calling

Cold Calling Gatekeeper Decision Maker Objections

How to Sell A Pencil—Or Any Product or Service

Mr. Inside Sales

JANUARY 14, 2023

Now over 130 pages of powerful and effective scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more money! Getting screened out by the gatekeeper. If you found this article helpful, then you’ll love my Completely Updated and Revised eBook, “The Complete Book of Phone Scripts.”

Gatekeeper

Gatekeeper Face-to-face Sales Qualified Lead How To

Would You Spend $10.99 to Double Your Income This Year?

Mr. Inside Sales

APRIL 11, 2021

Unlimited License: One to 100 reps can attend for one low price!

Face-to-face

Face-to-face Gatekeeper Licensing Decision Maker

Are You Telling the Truth About Asking for Referrals? [Q3 Referral Selling Roundup]

No More Cold Calling

OCTOBER 1, 2020

Dylis and Joanne discuss how to get introductions to the type of clients you love working with, avoiding gatekeepers, and why prospects don’t call you back. Joanne joins Tony Morris to share her referral journey and explain how sales teams can tap into their referral networks to fill their pipelines with qualified leads. Dylis Guyan Podcast.

Referrals

Referrals Cold Calling Sales Qualified Lead Call-back