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Gatekeepers Are Your Responsibility
Engage Selling
JANUARY 15, 2020
Good 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.
Gatekeeper Related Topics 
Gatekeeper Best Practices
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.
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The Truth About Gatekeepers
Engage Selling
OCTOBER 24, 2019
There’s a truth about gatekeepers that you need to be thinking about. You’re creating your own gatekeepers. Namely, that you create them. You read that right.
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. This is why I don’t view them as a gatekeeper but rather as a door opener. We’ve all been there.
Gatekeepers : Six Things NOT to Do
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. 3: Pitching the gatekeeper.
Always Thank The Gatekeeper
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).
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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.
3 Strategies for Getting Past the Gatekeeper
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.
How To Get Past Gatekeepers
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. Understand that gatekeepers are important and powerful and play a pivotal role in business. Sales Tips how to get past gatekeepers
How to Successfully Deal with the Gatekeeper
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. If things like: “Will he know what this call is regarding?”
How to Get Past the Gatekeeper
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. Find Another Gatekeeper.
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Embrace The Gatekeeper
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.
Are You Asking the Gatekeeper the Right Questions?
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.
Pitching the Gatekeeper Won’t Get You to the DM
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). Here’s what you need to know: The gatekeeper’s job is to route calls.
Does Your Personality Come Through with the Gatekeeper?
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.
Getting Past the Gatekeeper: Call a Different Division
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.
To Get Past More Gatekeepers, Just Get In The Gate
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).
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. Are You Always Successful at Getting Past the Gatekeeper?
Dealing Successfully With Gatekeepers
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.
How to Get Past Gatekeepers
Engage Selling
MAY 11, 2017
Are you or members of your sales team having trouble getting past gatekeepers? I’ve noticed a trend.
Call Before 8 AM or After 5 PM to Get Past a Gatekeeper
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.
10 Ways to Get Past Gatekeepers When Prospecting on the Phone
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.
3 Critical Things You Need To Know About Today’s Gatekeeper
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. Telesales dealing with gatekeepers Gatekeeper screens getting past the gatekeeper
Getting Past the Gatekeeper and to the CEO
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 […].
Avoid these 3 Mistakes when Dealing with the Gatekeeper
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!).
One Great Tip For Getting Past A Tough Gatekeeper Screen
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
Don’t Allow One Rejection by a Gatekeeper Stop You from Calling Again
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
How Modern Day Gatekeepers Are Ruining Your Sales Figures
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 gatekeepe
Getting Past the Gatekeeper
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.
Getting Past Gatekeepers: Call and Ask for the Sales Department
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.
The Lies You Tell Gatekeepers
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. Trust me, they’re on to you.
Cold Calling: Stop Pitching the Gatekeeper
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.” Let’s recap the role of the receptionist/gatekeeper: The receptionist’s job is to answer calls and route them to the right person.
We Create Our Own Gatekeepers | Sales Strategies
Engage Selling
MAY 24, 2019
?????????????????It’s important to remember that we create the gatekeepers—they’re all in our own mind. If we create them, we can get rid of them. What Do I Mean by That?
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? Handling Gatekeepers. Author: Frank Visgatis, President and Chief Operating Officer, CustomerCentric Selling.
Gain More Repeat Business, Using The Gatekeeper to Get More Information, Tom Peters On Branding
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. How to use the gatekeeper to get more information.
#1 Way Account-Based Sales Reps Resolve the Gatekeeper Problem
No More Cold Calling
MAY 18, 2017
Stop trying to get around the gatekeeper. If account-based sales reps want to reach C-suite prospects, the secret is calling at night or on weekends, when their gatekeepers are off duty. Trying to get past the gatekeeper is a waste of time. Want to land and expand?
Get the Gatekeeper on Your Side
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.
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.
10 Ways to Get Past the Gatekeeper When Prospecting
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
Stop Pitching the Gatekeeper – and What to Do Instead
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. Again, they are gatekeepers – not decision makers.
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