Pitching the Gatekeeper Won’t Get You to the DM

Inside Sales Training

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.

Always Thank The Gatekeeper

The Pipeline

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).

3 Strategies for Getting Past the Gatekeeper

Jeffrey Gitomer

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.

Dealing Successfully With Gatekeepers

Inside Sales Training

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.

Learn How to Get the Gatekeeper on Your Side

No More Cold Calling

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?

Embrace The Gatekeeper

Score More Sales

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

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.

Getting Past the Gatekeeper: Call a Different Division

The Sales Hunter

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.

Call Before 8 AM or After 5 PM to Get Past a Gatekeeper

The Sales Hunter

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

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.

Cold Calling: Stop Pitching the Gatekeeper

Inside Sales Training

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.

To Get Past More Gatekeepers, Just Get In The Gate

MTD Sales Training

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).

Getting Past the Gatekeeper and to the CEO

The Sales Hunter

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 […].

Don’t Allow One Rejection by a Gatekeeper Stop You from Calling Again

The Sales Hunter

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

Handling the Gatekeeper and Engaging Executives

Sales and Marketing Management

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.

3 Critical Things You Need To Know About Today’s Gatekeeper

MTD Sales Training

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

How to Get Past Gatekeepers

The Sales Leader

Are you or members of your sales team having trouble getting past gatekeepers? I’ve noticed a trend.

The Lies You Tell Gatekeepers

No More Cold Calling

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.

#1 Way Account-Based Sales Reps Resolve the Gatekeeper Problem

No More Cold Calling

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?

Getting Past Gatekeepers: Call and Ask for the Sales Department

The Sales Hunter

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.

Get the Gatekeeper on Your Side

No More Cold Calling

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

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.

One Great Tip For Getting Past A Tough Gatekeeper Screen

MTD Sales Training

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

Stop Pitching the Gatekeeper – and What to Do Instead

Inside Sales Training

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.

10 Ways to Get Past the Gatekeeper When Prospecting

The Sales Hunter

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

Identifying Sales Prospects: Gatekeepers, Influencers, and Decision Makers

Hubspot Sales

1) The Gatekeeper. The gatekeeper is usually an executive assistant or associate to the decision maker. If the gatekeeper is an executive assistant, you should know immediately by their title. Once you’ve identified the gatekeeper, you have a few options.

10 Ways to Outmaneuver Gatekeepers

SalesGravy

Several very good voicemails can go a long way to having the decision maker see it might be in their interest to not have the gatekeeper keep yYou show your value by engaging with them in the exact same way as you would the decision maker.

Hard-To-Reach Prospect? Call During Holiday Weeks

The Sales Hunter

I’ve been looking closely at 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. Blog Breakthrough Sales University Professional Selling Skills Prospecting breakthrough sales university gatekeeper gatekeepers prospect prospecting sales prospecting

Tips For Bypassing Mid-Level Gatekeepers

SalesGravy

If you're going to bypass mid-level gatekeepers, you have to be strategic, and you also have to use the right tone & pace, so you can be perceived as someone who truly cares about their needs.

Getting Past the Gatekeeper: An Advanced Study

Janek Performance Group

One of our earliest blogs looked at dealing with gatekeepers, and there have been requests for more details and tips for how to handle the barrier to decision-makers, so we thought now would be the perfect time to revisit the topic. Here are some advanced strategies to consider. Keep in mind, however, there’s no absolute, by the numbers tactics – every situation is different. This is about tipping the percentages in your favor as much as possible. Sales Prospecting Sales Enablement

10 Ways to Prospect Effectively with Senior Level People

The Sales Hunter

Don’t ignore the gatekeeper. Ask the gatekeeper the same questions you would the senior person you’re trying to reach. Many times the gatekeeper is the one who in the end will determine whether you merit time on […].

The Gatekeeper in Sales Still Holds the Key

Pipeliner

Most of us aren’t lucky enough to have a gatekeeper. What is a gatekeeper in sales? A gatekeeper (at the risk of using an outdated term) is the person designated to keep a protective barrier or ‘screen’ around important or ultra-busy people. Common titles or job descriptions for traditional gatekeepers might include executive assistants, departmental administration or even the multitasking receptionist.

Don’t Do This in Getting Past the Gatekeeper

Pipeliner

It read, “How to handle gatekeepers and reach decision-makers.”. Some of the very questionable advice offered was: Get around a gatekeeper by calling the company’s sales department or accounts department (or another location or division) and asking them to transfer you directly to your prospect. Tell the gatekeeper that your prospect is expecting your call when they aren’t. When talking to the gatekeeper, leave out your company name. Regard Gatekeepers as Precious.

Confessions of a Gatekeeper

SalesGravy

Getting past the gatekeepers to talk with decision makers canAs a call screener, my job is to protect the time of the decision maker that I work for – so I need to make sure I’m not passing through calls that are going to waste our executive’s time.

Why Calling Prospects at Lunch Just Might Work!

The Sales Hunter

If you’ve been following along the past few weeks, I’ve been digging into the 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. Everyone takes breaks, and many times the person who relieves the gatekeeper for lunch and/or […].

A Guide to Getting Past Gatekeepers

SalesGravy

Objections frustrate sales reps to the point of them developing some serious call reluctance. Don’t you wish that you, and your team, had a proven approach that actually works? Every month, I get emails from my readers asking me how to deal with g

5 Keys for Working with Gatekeepers

SalesGravy

By enlisting the gatekeeper’s help and soliciting their opinion or advice, you are involving them in the outcome. The ideal outcome for them is that you make them look good and/or smart for “finding” you and recognizing your potential value to the co

Prospecting: Why You Should Call the Wrong Number Sometimes

The Sales Hunter

I’ve been looking at 10 Ways to Get Past Gatekeepers When Prospecting on the Phone, and today we come to number 5, which may surprise a few people: Call one or two digits off from the phone number you’ve been calling.

This Is Why Your Lead Generation Process Isn’t Working

No More Cold Calling

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.

Want to Reach a Prospect? Call Accounts Receivables.

The Sales Hunter

I know this next tip may seem odd in my 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. Blog Breakthrough Sales University Professional Selling Skills Prospecting breakthrough sales university gatekeepers prospect prospecting sales prospecting

3 Foolproof Ways to Get Past Gatekeepers | Sales Tips

The Sales Leader

If you want that sale, you’ll have to talk to the right person who can make the real decisions. Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.

Gatekeepers are Not Decision Makers - Don't Pitch to Them

SalesGravy

Your job, believe it or not, is to get past the gatekeeper with as little interrogation as possible (and with as little pitching as possible), and connect with the decision maker. So, what to do? That is the person you want to give your brief pitch t

2 Serious Mistakes To Avoid In Prospecting

The Pipeline

Thing 1 – “Gatekeeper”. No one knows those players better than what many mistakenly call the ‘Gatekeeper’. Cold calling Prospecting Sales Mistakes Attitude Change Management cold calling Decision makers execution Gatekeepers how to sell better Play to Win Renbor Sales Solutions Inc.