[Missed Connections]: December Referral Selling Insights

No More Cold Calling

Gatekeepers can smell phoniness a mile away. When you receive referral introductions from people your prospects know and trust, their gatekeepers will happily patch you through. Now it’s up to the sales manager to coach, motivate, and incent everyone else—the average performers.

How to Identify Prospects: Decision Makers, Gate-keepers and Influencers


Gatekeeper. Incentives to pass the information on the need to be compelling. Or, you can simply find away around the gatekeeper, for example using sales activities that approach decision makers “out of office” such as at networking events or in the evening. Getting to know the gatekeeper is always the preferable route, as they know the decision maker’s priorities, pain points, and schedule – all information you may need to create a favorable response. Share.

[Missed Connections]: Referral Selling Insights from February

No More Cold Calling

But that almost never happens, because CEOs and other senior decision-makers have a powerful weapon at their disposal—their trusty gatekeepers. B2C incentives work like magic. Here’s what you might have missed from No More Cold Calling this month. Think sales has changed a lot?

Is Your Compensation Plan Evolving with the Company?

Sales Benchmark Index

Same Old Quota: Back in the day, just getting past the gatekeeper and into the corporate office required a lot of legwork. of Your Reps Receiving Incentive Compensation. % This post is for Small Company CSOs and VPs of Sales.

How To Connect And Engage With C-Level Executives


Cold calling the CEO is difficult, but not impossible — if you know how to structure your pitch and how to get past gatekeepers. I’ve seen it in almost every new rep: fear of the owner, fear of the gatekeeper, fear of the 2nd gatekeeper (the dreaded executive assistant), and reluctance to even approach the challenge. Therefore, it requires quite a bit of incentive on a sales rep’s parts to be able to get a small chunk of their extra time.

Nightmare on Sales Street: 7 Nightmares That Keep Salespeople Up at Night (and How to Stop Them)


Being stalled by a Gatekeeper. What to do: First, remember, it’s the gatekeeper’s job to sieve through all the incoming requests and determine which ones are worthy of the executive’s time. It’s late. You’re on your way home. You choose to take this out-of-the-way, dimly lit alley.

[Part 3] Execute on Account-based Marketing: Value Selling to Stakeholders at Key Accounts


Is an individual stakeholder a decision-maker, a key recommender, a champion, an organizer, an evaluator, an influencer, a user or a gatekeeper? It is useful in addressing stakeholders to think about them as falling into 3 groups: organizers, influencers and gatekeepers. Gatekeepers.

8 Sales Role Play Exercises to Prepare Your Team for the Win

Sales Hacker

Examples of these can be CXO, Director of X, or gatekeeper. This also provides opportunities for competitions and incentives tied to intentional improvement. No one loves practice. No medals are won on the practice field.

How Sales Configurators Are Ushering In a New Age of Selling

Cincom Smart Selling

Once they uncovered the right person with the right pain, they started throwing incentives at them that were designed to motivate the prospect into making a buy decision today instead of next week, next month or next year. This means no more blind-dialing thousands of telephone numbers trying to get around gatekeepers and sadistic admins and more time for exploring up- and cross-selling possibilities. Sales is a changing game.

31 Simple, Yet Brilliant Lead Generation Techniques to Supercharge Your Sales Pipeline

Sales Hacker

This “lumpy mail” technique bypasses the gatekeeper and straight into the hands of the decision maker, eager to know what’s inside. To collect responses, use a tool like SurveyMonkey or Typeform: Boost your response rates by using an incentive.

Top 25 Incendiary Social Selling Secrets

Tony Hughes

But change is hard and change management can take time and aligning incentives is a must. When you succeed, LinkedIn gives you more so that's definitely incenting the right behaviors! Can you close million dollar deals with social selling fully inside?