Gatekeeper Related Topics 
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. The post Gatekeeper Best Practices appeared first on Mr.
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. And why would you want that? #2:
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No More Cold Calling
JANUARY 14, 2021
The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. The premier episode, The Gatekeeper Died: Why That’s a Good Thing , covers what I’ve been writing about for years: why you don’t have to worry about gatekeepers when you have a referral.
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.
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.
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.
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. If things like: “Will he know what this call is regarding?” ” keep you up at night, then you need to watch this video and use the proven techniques in it.
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). Gatekeeper: “Can I tell him/her who is calling?”. Yeah, right. I mean, how often does that happen for you?
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.
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!). Is she expecting your call?”. And they proceed to do that.
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?
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Selling Energy
FEBRUARY 25, 2022
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. The truth is quite different.
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. Respect Their Role and Obligation. Respect their role and their obligation.
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?”. Is she expecting your call?”.
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.
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.
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. It works: Gatekeeper: “XYZ company, how can I help you?”.
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. See Part 1 at this link. Here is #2: 2. Many […].
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. Few things turn people off faster than answering the […].
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.
Engage Selling
FEBRUARY 21, 2019
Are you or members of your sales team having trouble getting past gatekeepers? It’s an obvious struggle. If you can’t get to the individual who has the power to buy and sign purchase orders and checks, it’s going to be … Read More »
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. This approach is […].
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. Today we’ve reached #9.
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. So, what to do? In this case it’s O.K.
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. Persistence can and will payoff. I can’t say this enough.
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.
Engage Selling
OCTOBER 24, 2019
There’s a truth about gatekeepers that you need to be thinking about. You’re creating your own gatekeepers. In fact, I’d argue that the concept of gatekeepers is almost entirely inside of … Read More » Namely, that you create them. You read that right.
The Sales Hunter
AUGUST 25, 2015
Rather than asking the gatekeeper for the […]. 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.
The Sales Hunter
APRIL 24, 2015
The gatekeeper is blocking you. Your 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 […].
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. The truth is quite different.
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 […].
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. This is just the latest stupid advice I’ve read about how to bypass the gatekeeper and get decision-makers on the phone. Seriously?!
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). Here is a simple yet highly effective technique to help you get past a hard screen.
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.
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 […].
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. Here are three important things you need to realize and keep in mind about today’s gatekeepers (GK). #1 1 – Today’s GK is Smart.
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.
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.
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). This will primarily look at the latter. Tibor Shanto.
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?
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