Mr. Inside Sales

JUNE 9, 2019

Last week I was contacted by the American Association of Inside Sales Professionals and asked if I would share my best practices for dealing with the gatekeeper. Do pass this on to others in your company who also may have problems navigating past the gatekeeper. By taking the time to script out what you’ll learn and making a commitment to practicing this for a couple of days, you’ll instantly avoid 70% of the gatekeeper screening you’re currently getting now.

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Engage Selling

JANUARY 15, 2020

The first way—as I’ve talked about recently—happens when you try to only go straight … Read More » Sales Strategies Colleen Francis Engage Selling Engage Selling Solutions gatekeepers Gatekeepers Are Your Responsibility sales gatekeeper sales management sales meeting sales planning sales strategy sales targetsGood deals get stuck when you lack access to the right people to successfully close a sale. There are two ways that lack of access occurs.

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Mr. Inside Sales

MARCH 18, 2019

If you’re getting screened out by gatekeepers , then chances are you’re probably causing that screening. First, not all gatekeepers are the same. About 30% of the gatekeepers you get are closer to being assistants, or office managers, or influencers. That said, we’re going to concentrate on the 70% of the gatekeepers you get, and I bet you would love to learn what not to do to antagonize or encourage that 70% to screen you out. 3: Pitching the gatekeeper.

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Engage Selling

FEBRUARY 21, 2019

Are you or members of your sales team having trouble getting past gatekeepers? It’s an obvious struggle.

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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. This is why I don’t view them as a gatekeeper but rather as a door opener. I like this approach, because it allows the gatekeeper to begin seeing you as having value.

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MTD Sales Training

OCTOBER 16, 2017

The Gatekeeper : the secretary, receptionist or personal assistant, whose job it is to “screen” your call and stop you from talking to the decision maker. If you are in B2B sales then you have come face to face with gatekeepers and a “screen” and learning to get past these guardians of the gold, is a mission-critical objective in your sales career. Understand that gatekeepers are important and powerful and play a pivotal role in business.

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Mr. Inside Sales

FEBRUARY 8, 2019

Many sales reps don’t know how to deal successfully with the gatekeeper. The post How to Successfully Deal with the Gatekeeper appeared first on Mr. Inside Sales. Cold Calling Scripts Prospecting & Qualifying best practice sales technique cold calling tips tactics techniques best practices and ways that really work how to make effective b2b cold calls for sales how to deal with the gatekeeper Phone Scripts prospecting Sales Tips

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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). We have dealt with voice mail in the past, so today we’ll look at “gatekeepers”. By Tibor Shanto - tibor.shanto@sellbetter.ca.

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Jeffrey Gitomer

MARCH 19, 2014

Sales gatekeeper Jeffrey gitomer sales training selling skills We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

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Mr. Inside Sales

OCTOBER 22, 2018

One of the biggest mistakes I still hear sales reps making is pitching the gatekeeper or receptionist in hopes of them being so impressed that they will put them through to the Decision Maker (DM). Truth is, the more you “pitch” the gatekeeper, the more you just identify yourself as a sales person and the more the gatekeeper is alerted to screen you out…. Here’s what you need to know: The gatekeeper’s job is to route calls.

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Mr. Inside Sales

AUGUST 18, 2017

Every month, I get emails from my readers asking me how to deal with gatekeepers. Don’t pitch the gatekeeper! They tell me the most frustrating part of prospecting is actually getting through to the decision maker. They get interrogating questions like: “Will he know what this call is about?”. And. “Is Is she expecting your call?”. Have you spoken to him before?”. These and other objections frustrate sales reps to the point of them developing some serious call reluctance.

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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. The first thing we need to do is to get rid of the name gatekeeper and view them more as a “door-opener.” The other type of gatekeeper is the administrative assistant.

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Selling Energy

NOVEMBER 6, 2020

A lot of people misunderstand the role of the gatekeeper, such as an executive assistant or receptionist. They assume the gatekeeper’s purpose is to prevent you from making a sale that allows you to send your kids to a good school or to pay your mortgage. If you’re dealing with a gatekeeper who is good at their job, they’re making sure their boss’s time is well spent.

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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. The #1 reason sales teams find their job so daunting is they believe circumventing the gatekeeper is the answer to their lead generation woes.

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The Sales Hunter

OCTOBER 23, 2015

Today is part 2 of my 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. Rather than asking the gatekeeper for the person you want to speak to, begin the call by asking them the same questions you would ask your prospect. Blog Phone Sales Tips Professional Selling Skills Prospecting gatekeepers prospect prospecting sales prospectingSee Part 1 at this link. Here is #2: 2.

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Score More Sales

JUNE 18, 2014

For years I have worked with sales professionals who strive to get around the Gatekeeper – that person at your prospective customer’s company who guards their executive from unnecessary time with all sorts of things but most notably from salespeople. Have a negative image of what a Gatekeeper is and instead align with them. We say, Don’t Ditch the Gatekeeper – Align with him or her. The post Embrace The Gatekeeper appeared first on Score More Sales.

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The Sales Hunter

NOVEMBER 12, 2015

I’ve been digging deeper into 10 Ways to Get Past Gatekeepers When Prospecting on the Phone, and I’ve reached #8: Let your personality come through and allow the gatekeeper to see you as a normal person who is merely doing their job, just like them. Blog Cold-Calling Phone Sales Tips Professional Selling Skills Prospecting gatekeeper phone skills prospect prospecting sales prospecting telephone

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The Sales Hunter

NOVEMBER 17, 2015

If you’ve been following for the past few weeks, I’ve been digging into 10 Ways to Get Past the Gatekeeper When Prospecting on the Phone. Blog Breakthrough Sales University Professional Selling Skills Prospecting breakthrough sales university gatekeepers prospect prospecting sales prospectingToday we’ve reached #9.

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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). Remember that the people you will speak to are not trained gatekeepers! So to get past more gatekeepers, just get in the gate.

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The Sales Hunter

APRIL 24, 2015

The gatekeeper is blocking you. Blog Cold-Calling leadership Phone Sales Tips Professional Selling Skills ceo cold calling email techniques gatekeeper phone techniques sales techniquesYour goal is to meet with the CEO, but you can’t get to them. Here are 4 things you can do to get past the meeting with the CEO: Send an email Saturday at 6 AM. If you know the email of the CEO, send them an email at […].

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The Sales Hunter

OCTOBER 27, 2015

I’ve been exploring 10 Ways to Get Past Gatekeepers When Prospecting on the Phone, and today we are at number 3: Call back before 8 AM or after 5 PM. Most gatekeepers work traditional hours, so calling either before 8 or after 5 may allow somebody else to answer the phone. Blog Cold-Calling Phone Sales Tips Professional Selling Skills Prospecting gatekeeper prospect prospecting sales prospecting

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Mr. Inside Sales

JANUARY 28, 2019

Are you still getting screened out by the gatekeeper ? So, let’s dive in: 1) When the gatekeeper asks who is calling, don’t just give your name, and especially don’t just give your first name (hoping that the gatekeeper will think the decision maker knows you!). Just giving your name and then stopping invites the gatekeeper to keep screening you. Many sales reps answer the gatekeeper’s question and they just remain silent….

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MTD Sales Training

MAY 23, 2012

If you are going to be successful in business-to-business sales, you must first learn to recognise a clever and sophisticated gatekeeper screen. The gatekeeper’s job is to block unwanted or unnecessary calls from reaching the decision maker (DM). Gatekeepers train to recognize all kinds of sales people, from the undertrained, smile and dial telemarketer to the high-level stockbroker. Cold Calling Technique cold calling Gatekeeper screens get past the gatekeeper

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The Sales Hunter

AUGUST 25, 2015

Rather than asking the gatekeeper for the […]. Blog Prospecting gatekeeper prospect prospecting sales prospectingCall and ask for the Sales Department. Talking with salespeople can be an excellent approach. It’s amazing how one salesperson will be willing to help out another salesperson. When asking for assistance, be sure to offer to help them in finding potential leads and contacts.

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The Sales Hunter

NOVEMBER 19, 2015

In my exploration of 10 Ways to Get Past the Gatekeeper When Prospecting on the Phone, I’ve reached #10: Don’t allow one rejection by a gatekeeper stop you from calling again. Blog Breakthrough Sales University Professional Selling Skills Prospecting breakthrough sales university gatekeeper prospect prospecting sales prospecting

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Anthony Iannarino

FEBRUARY 17, 2020

Here is how you get past the gatekeeper. The person for whom the gatekeeper works likes and trusts them and expects them to block all but what’s important, critical, or essential. Their gatekeeper (whatever the title) is part of their team. Were you to win your dream client’s business; you will likely be communicating with their gatekeeper. If you are smart, charming, and possess fast rapport skills, you can try to enlist your gatekeeper’s help.

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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. The fact is that today’s modern gatekeeper (GK) is an educated, highly trained, sophisticated and sales savvy professional, who often has power and authority. Here are three important things you need to realize and keep in mind about today’s gatekeepers (GK). #1

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Engage Selling

MAY 11, 2017

Are you or members of your sales team having trouble getting past gatekeepers? In my latest workshops and training working with top sales performers, one issue that keeps coming to the surface is how to get past … Read More » Observations from the real World client attraction Client Communication client loyalty client relationships closing sales Colleen Francis customer loyalty Customer Service Engage Selling Solutions gatekeepers Goal Setting Lead Up!

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Mr. Inside Sales

FEBRUARY 12, 2018

He told me that some of them are struggling to get through to decision makers, and he thought it was because they were “pitching the gatekeeper.” Here is the mistake: Many sales reps have never been taught the proper way to deal with gatekeepers, so after being screened out by them, they take the attitude that “If only they (the gatekeeper) knew how much this would benefit the (decision maker), then they’d put me through!” Gatekeeper: “And what is your name please?”.

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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? Handling Gatekeepers. Author: Frank Visgatis, President and Chief Operating Officer, CustomerCentric Selling.

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Funnel Clarity

SEPTEMBER 16, 2020

Send me your information and I’ll share it with him – is an all too often response from gatekeepers that novice and veteran salespeople alike experience. John isn’t available right now.

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MTD Sales Training

MAY 17, 2016

Even if you’re not interested in the award itself – our free session on getting through the gatekeeper will be helpful to you! The post How Modern Day Gatekeepers Are Ruining Your Sales Figures appeared first on MTD Sales Training. Prospecting getting through the gatekeeperTo celebrate ‘Learning At Work Week’, here on the MTD Sales Blog we are giving away materials and resources that will help you enhance your sales skills.

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The Sales Hunter

OCTOBER 22, 2015

I am starting a new blog series to dig into the 10 ways to get past gatekeepers when calling on the phone. Here’s the first one: Call and ask for the Sales Department. Talking with salespeople can be an excellent approach. It’s amazing how one salesperson will be willing to help another salesperson. When […]. Blog Cold-Calling Professional Selling Skills Prospecting prospect prospecting sales department sales prospecting

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Selling Energy

MARCH 5, 2019

A lot of people misunderstand the role of the gatekeeper, in most cases an assistant or receptionist. If you’re dealing with a gatekeeper who is good at their job, they’re making sure their boss’s time is well spent. They assume that the receptionist’s sole purpose is to prevent you from sending your kids to good schools or paying your mortgage! The truth is quite different.

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The Sales Hunter

DECEMBER 13, 2016

There are 10 ways to get past the gatekeeper that I highly recommend. One of the toughest prospecting challenges is simply getting connected to the right person. The number of roadblocks seems to grow more each day, and yet the task remains the same — to reach the decision maker. Plan to also join me […]. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospecting

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Mr. Inside Sales

OCTOBER 19, 2015

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. By identifying yourself as a salesperson, you’ll actually be making it easier for the gatekeeper to just blow you off with, “We’re not interested.” Again, they are gatekeepers – not decision makers.

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No More Cold Calling

JANUARY 28, 2014

Joan and other gatekeepers can smell phoniness a mile away. The gatekeeper has left the building. When you have a referral, you’ll never have to use duplicitous tactics to bypass the gatekeeper. And their gatekeepers—those invaluable people who enable execs to do their jobs—will be happy to patch you through. What is the sleaziest “gatekeeper tactic” you’ve ever used, or heard someone else use? Trust me, they’re on to you.

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MTD Sales Training

JULY 30, 2018

Episode 19 Gain More Repeat Business, Using The Gatekeeper to Get More Information, Tom Peters On Branding. How to use the gatekeeper to get more information. The post Gain More Repeat Business, Using The Gatekeeper to Get More Information, Tom Peters On Branding appeared first on MTD Sales Training. Episode 19 Gain More Repeat Business, Using The Gatekeeper to Get More Information, Tom Peters On Branding This podcast includes: Ways to help you gain more repeat business.

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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. But gatekeepers are good at their job. Gatekeepers can smell phoniness a mile away. When you receive referral introductions from people these executives know and trust, your prospects (and their gatekeepers) will happily take your call. Are you tired of talking to people without any decision-making power?

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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. Newsflash: Most of CEOs do not respond to cold calls or emails, and neither do their gatekeepers. Gatekeepers are good at their jobs. A list will get you to the gatekeeper and no further.

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