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 MORE
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. MORE
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. MORE
Are you or members of your sales team having trouble getting past gatekeepers? I’ve noticed a trend. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
52 
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? MORE
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? MORE
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. MORE
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. MORE
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. MORE
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 […]. MORE
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. MORE
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 Im not passing through calls that are going to waste our executives time. MORE
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 MORE
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 MORE
Gatekeepers are not obstacles to overcome; rather, they are your potential allies. Sales professionals who form alliances with gatekeepers often reap rewards for doing so, and the process is quick and painless. Approach the gatekeeper with sincerity. Too often, Gatekeepers get the message: “I’m a low person on the totem pole. Conversely, the gatekeeper treated with dignity and respect feels appreciated, and becomes an invaluable asset. MORE
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. MORE
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). MORE
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). MORE
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. MORE
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. MORE
When you make that initial phone call or in-person door knock, you don't know what you don't know. Who says the greeter is not the CEO, or at least the husband, wife or brother of the CEO? Ever hear of a top executive helping out the secretary, someb MORE
40 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 MORE
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 MORE
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. MORE
Objections frustrate sales reps to the point of them developing some serious call reluctance. Dont 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 MORE
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. MORE
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. MORE
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 MORE
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 […]. MORE
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. MORE
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 MORE
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 […]. MORE
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. MORE
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 MORE
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. MORE
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. MORE
By enlisting the gatekeepers 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 MORE
52 
Gatekeeper Related Topics Inside Sales Training
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.
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?
The Sales Leader
MAY 11, 2017
Are you or members of your sales team having trouble getting past gatekeepers? I’ve noticed a trend.
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).
Inside Sales Training
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.
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.
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.
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.
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.
Inside Sales Training
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.
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.
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.
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.
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.
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).
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.
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
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
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 […].
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
SalesGravy
JANUARY 18, 2018
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.
SalesGravy
MAY 8, 2017
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.
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.
Pipeliner
APRIL 17, 2018
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.
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
Janek Performance Group
MAY 15, 2018
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
Hubspot Sales
DECEMBER 22, 2017
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.
SalesGravy
AUGUST 12, 2015
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 Im not passing through calls that are going to waste our executives time.
SalesGravy
SEPTEMBER 13, 2017
Objections frustrate sales reps to the point of them developing some serious call reluctance. Dont 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
SalesGravy
AUGUST 24, 2015
By enlisting the gatekeepers 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
The Sales Leader
JULY 8, 2016
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.
The Sales Hunter
OCTOBER 29, 2015
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
The Sales Hunter
OCTOBER 27, 2015
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 […].
SalesGravy
OCTOBER 26, 2015
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
The Sales Hunter
NOVEMBER 6, 2015
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 […].
The Pipeline
JANUARY 28, 2016
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.
The Sales Hunter
NOVEMBER 3, 2015
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.
The Sales Hunter
NOVEMBER 5, 2015
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
SalesGravy
NOVEMBER 2, 2009
When you make that initial phone call or in-person door knock, you don't know what you don't know. Who says the greeter is not the CEO, or at least the husband, wife or brother of the CEO? Ever hear of a top executive helping out the secretary, someb
Sales Tips & Techniques
NOVEMBER 30, 2012
Gatekeepers are not obstacles to overcome; rather, they are your potential allies. Sales professionals who form alliances with gatekeepers often reap rewards for doing so, and the process is quick and painless. Approach the gatekeeper with sincerity. Too often, Gatekeepers get the message: “I’m a low person on the totem pole. Conversely, the gatekeeper treated with dignity and respect feels appreciated, and becomes an invaluable asset.
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