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.

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Gatekeeper How To Decision Maker Meeting 121

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.

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Gatekeeper Decision Maker How To Cold Calling 131

Mr. Inside Sales

FEBRUARY 19, 2024

Because of this, it fools many sales reps who think that perhaps after a week or two the prospect might actually buy. Like my suggestions from the last two weeks, try this the next time you get this objection, and see if you can have an open, honest discussion with your prospect. But they rarely do. That’s the only way to win a sale.

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Mr. Inside Sales

AUGUST 18, 2023

Establishing rapport with a prospect in the very beginning is perhaps the most important first step to earning the right to have a conversation that might eventually lead to a sale. Here’s what not to do: DON’T open your conversation with, “How are you?”—if if you haven’t even introduced yourself! This is a common (and annoying error).

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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). This will primarily look at the latter. Tibor Shanto.

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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?”. Get Access Today.

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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.

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Hubspot Sales

DECEMBER 22, 2017

Today’s salespeople need to know more about their prospects before conducting outreach. Here are a few ways to determine which type of prospect you're speaking with. How to Identify Sales Prospects. 1) The Gatekeeper. The gatekeeper is usually an executive assistant or associate to the decision maker.

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Mr. Inside Sales

JULY 6, 2021

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. Not only will the prospect be confused, but you will be, too. Stalled sale. Sound familiar? Happy selling!

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Sales Gravy

SEPTEMBER 9, 2022

Ever wondered how you can get the attention of that elusive prospect you've been chasing? You know how to sell - that's your job, after all - but getting CEOs and other VIPs to call you back is the tricky part. Get more meeting with effective Prospecting Sequences. Get more meeting with effective Prospecting Sequences.

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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. Gatekeepers are good at their jobs. Of course you would.

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Mr. Inside Sales

JANUARY 14, 2023

Simply call your reps in, one by one, and ask them: “If I gave you a pencil and asked you to sell it, how would you go about it?”. When you speak with a prospect for the first time, how much of your script is focused on describing and pitching your product or service as opposed to questioning and uncovering buying motives?

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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!). Is she expecting your call?”. And they proceed to do that.

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Gatekeeper Decision Maker Call-back Inside Sales 139

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.

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No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. Referrals help you ace Part One and set you up for success in Part Two.

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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. They tell me the most frustrating part of prospecting is actually getting through to the decision maker. Don’t pitch the gatekeeper! To start with, the receptionist doesn’t care what you are selling or how good it is. Yes please.

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No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. None of us stands out during prospecting. How could we, when we’re all typing instead of talking to potential clients? Salespeople know that building trust is paramount to prospecting, and it can be difficult to achieve. That’s a fact.

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Mr. Inside Sales

AUGUST 21, 2022

He was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it. I said it was analogous to saying, “Hey, you don’t know me, but give me your time and tell me how to sell you.”.

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Zoominfo

MARCH 26, 2019

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. How To Get Past The Gatekeeper 1. Keep reading! Free Trial 2.

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Gatekeeper B2B Decision Maker Cold Calling 100

Mr. Inside Sales

MAY 26, 2023

Perfect for reps dealing with the following issues: Reps struggling with call reluctance Getting screened out by the gatekeeper Overcoming blow off objections like, “Just email me something” Identifying decision makers Qualifying prospects Setting call back appointments that stick Giving successful presentations and dealing with objections Staying (..)

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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. It’s no wonder that some of the most common questions with cold calling training is how to avoid gatekeeper objections in the first place and how to get past the gatekeeper.

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Mr. Inside Sales

MARCH 12, 2022

By now, I hope you have all been incorporating your prospect’s name in your email subject lines. If you have, then you are already getting more prospects to lock onto your email, and that will mean more prospects will read them. The second part of a compelling subject line is to make the rest of it intriguing to your prospect.

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Mr. Inside Sales

OCTOBER 9, 2020

What do you say when you get this stall while prospecting? And you know how frustrating that is. Let’s face it: This blow off is just a variation that prospects have been using for years. There is an easy way to find out: Have an email already prepared while you’re prospecting. In the meantime, let me ask you…”.

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Mr. Inside Sales

FEBRUARY 14, 2022

By now, I hope you have all been incorporating your prospect’s name in your email subject lines. If you have, then you are already getting more prospects to lock onto your email, and that will mean more prospects will read them. The second part of a compelling subject line is to make the rest of it intriguing to your prospect.

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Funnel Clarity

NOVEMBER 10, 2020

One of the keys to effective prospecting is learning how to find direct dial phone numbers to reach your prospect. With gatekeepers and data privacy on the rise, finding direct dials is often easier said than done. Finding a direct line phone number is worth the effort, and Funnel Clarity has data to prove it.

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Funnel Top of Funnel Gatekeeper Prospecting 111

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. Then you must learn how to negotiate the screen successfully to get through to the decision maker. How to NOT Sound like a Sales Person. Use this and increase your contact rates today!

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Gatekeeper Decision Maker Telemarketing Negotiation 260

The Sales Hunter

JUNE 25, 2019

This doesn’t just apply to prospecting but everything you do. Prospecting is already a tough task; it’s only made tougher when you fail to prepare. Below are 10 steps you need to follow to ensure you’re prepared to prospect. Focus on prospecting with the people who align closest to your perfect customer.

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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). So to get past more gatekeepers, just get in the gate.

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Zoominfo

FEBRUARY 17, 2021

Let’s take a look at what should go into cold calling guidelines, what regulations to follow, and how to create a cold call script. Be upfront and transparent with your prospects. And be prepared to answer the tough question: “How did you get my contact information?”. How does your product or service fit into their operation?)

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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.

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Mr. Inside Sales

MARCH 12, 2021

Prospects are good at blowing sales reps off the phone. This is an easy stall to get around—if you know how. The post Four Ways to How to Handle: We Already Have Someone appeared first on Mr. Believe it or not, they have scripts just like you do, and one of their favorites is: “We already have someone who handles that.”.

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Zoominfo

JULY 18, 2022

You just have to know how to do it right. How Do I Approach a CFO? They often maintain a small army of people to deal with all these demands, which means that the best way to approach a CFO is getting in touch with and gaining the confidence of these gatekeepers. How Do I Get a CFO’s Attention?

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Mr. Inside Sales

APRIL 16, 2021

This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job. And they’ll learn how to do it right going forward. So, ask yourself: How often do you pick up the phone and show your team how to do it? A boss says, “Go!”.

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Mr. Inside Sales

MAY 22, 2020

You go back to basics: you acknowledge them, and then go around them to either earn the right to have a conversation, or to qualify the prospect. How are you doing with the whole Covid-19 situation?”. The post Stalls During Covid-19—How to Handle Them appeared first on Mr. Response: “I totally understand. Get Access Today.

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Mr. Inside Sales

JULY 20, 2021

Save 20% on our already discounted, Bestselling CD Series: “How to Double Your Income Selling Over the Phone.”. This powerful CD (or MP3 Download) will instantly improve your ability to: • Get past gatekeepers. Qualify prospects better and learn their buying motives. July 20 th to July 26 th , midnight).

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Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. But what is B2B prospecting? And how can you ensure your efforts are as effective as possible? What is B2B prospecting? B2B Prospecting Methods. Learn how to communicate with gatekeepers.

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Mr. Inside Sales

JULY 24, 2023

In that instant, I knew what was wrong—and I knew how to correct it. I said, “Good afternoon, how are you?” Nothing gets you further with a gatekeeper than using those magic words, and being polite and professional always helps you with both prospects and clients. Let’s start this again, okay?”

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