Sales Evangelist

JULY 30, 2021

Every salesperson is familiar with the frustration that comes with being blocked by a gatekeeper, which could be a physical person or even just a system or automation that prevents you from interacting with the decision-maker of your target organization. In today’s episode of The Sales Evangelist, Donald is going to do just that.

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Gatekeeper Decision Maker Face-to-face Direct Mail 40

Sales Evangelist

JULY 30, 2021

Every salesperson is familiar with the frustration that comes with being blocked by a gatekeeper, which could be a physical person or even just a system or automation that prevents you from interacting with the decision-maker of your target organization. In today’s episode of The Sales Evangelist, Donald is going to do just that.

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Gatekeeper Decision Maker Face-to-face Direct Mail 40

Sales Evangelist

AUGUST 6, 2021

Sometimes all it takes to get past the gatekeeper is to build a solid relationship with them. Kevin has worked in many different sales spaces, from industrial to medical to tech.Throughout all his sales interactions, Kevin feels most confident when revisiting offices. Don’t be afraid to interact with the gatekeeper.

Gatekeeper 40

Gatekeeper Decision Maker Nonprofit Hiring 40

Sales Evangelist

AUGUST 6, 2021

Sometimes all it takes to get past the gatekeeper is to build a solid relationship with them. Kevin has worked in many different sales spaces, from industrial to medical to tech.Throughout all his sales interactions, Kevin feels most confident when revisiting offices. Don’t be afraid to interact with the gatekeeper.

Gatekeeper 40

Gatekeeper Decision Maker Nonprofit Hiring 40

Sales Evangelist

AUGUST 6, 2021

Sometimes all it takes to get past the gatekeeper is to build a solid relationship with them. Kevin has worked in many different sales spaces, from industrial to medical to tech.Throughout all his sales interactions, Kevin feels most confident when revisiting offices. Don’t be afraid to interact with the gatekeeper.

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Gatekeeper Decision Maker Nonprofit Hiring 40

Zoominfo

JULY 18, 2022

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. Review shareholder reports and regulatory filings, business news items, social media postings, and industry information.

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Gatekeeper Social Media How To ROI 130

MTD Sales Training

OCTOBER 5, 2018

Check out their LinkedIn credentials, or google them to find other facets of their industry experience. 3) Use the gatekeeper screen to get further information. Some salespeople dread talking to the gatekeeper (a person whose job is to filter approaches so the decision-makers don’t get hounded by sales calls ).

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Decision Maker Gatekeeper Face-to-face Influencer 242

Janek Performance Group

DECEMBER 20, 2023

Differentiate yours by tailoring them to the industry and customer. Industries and sales environments differ. Consider the following: Industry Sales environment Find the sweet spot The number of touches can vary based on the industry and the prospect. Gatekeepers will present your name and reason for calling.

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Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

Mr. Inside Sales

AUGUST 27, 2021

Simply seek out the top closer in your company, organization, or industry, and then role play with them and write down how they answer the same objections that are frustrating you now. Want a quick and easy way to handle objections like a pro? Unlimited License: One to 100 reps can attend for one low price!

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Objections Face-to-face Gatekeeper Decision Maker 223

Mr. Inside Sales

OCTOBER 11, 2021

When I got into this industry I did my own research, just like you’re doing now, and I looked for the company that not only offered the best (product or service) but also delivered the best customer service and follow-up. Unlimited License: One to 100 reps can attend for one low price!

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Objections Face-to-face Gatekeeper Decision Maker 285

Zoominfo

MAY 8, 2019

Bypass gatekeepers. Secretaries, administrative assistants, and phone operators are often referred to as gatekeepers in the world of sales. Of course, it’s not impossible to gain access to top sales prospects by first speaking to a gatekeeper. Spend less time searching and more time selling. Time your outreach.

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Data Sales Process B2B Company 193

Mr. Inside Sales

JUNE 17, 2022

This is the real “secret” to becoming a top producer at your company or in your industry. This will GREATLY reduce the work you do, and it will lead to you closing (more easily) more business. Make it easy on yourself and do this exercise today. If you need some help with your scripts, then click here.

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Face-to-face How To Gatekeeper Objections 156

Zoominfo

FEBRUARY 17, 2021

Anticipate gatekeepers (the jaded call operators). So I’m working on an initiative for [lead’s industry] to improve their [industry-specific goal]. I work with clients in [lead’s industry] to address their [industry-specific challenge]. How does your product or service fit into their operation?)

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Cold Calling Guidelines Prospecting Face-to-face 264

Hubspot Sales

OCTOBER 26, 2022

Learn how to communicate with gatekeepers. If you take the time to build a reputation in industry-relevant LinkedIn groups, you can expedite that process. If you can find industry-specific online forums that serve your vertical, you should consider maintaining an active presence on them. Personalize your outreach.

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Ideal Customer Profile B2B Prospecting Gatekeeper 87

Sales and Marketing Management

FEBRUARY 26, 2018

They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. Review a presentation they gave at a recent industry conference. Find a quote in an industry magazine. The phone is also a terrific way to get past the gatekeepers. Gatekeepers are a different story.

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Sales Meeting Meeting Gatekeeper ROI 185

Mr. Inside Sales

JUNE 25, 2021

And not only would you be able to sell these products or services, but—if you learned and applied this secret—you would sell more than anyone in your company or in your industry. Let me prove it to you: regardless of your product, service, or industry, do any of these selling situations sound familiar? We’re happy with who we’re using.”

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Face-to-face Decision Maker Objections Gatekeeper 184

No More Cold Calling

OCTOBER 1, 2020

I learned it doesn’t matter your gender, age, industry experience, or culture. Dylis and Joanne discuss how to get introductions to the type of clients you love working with, avoiding gatekeepers, and why prospects don’t call you back. Referral selling is hard for us all, because it’s the most personal kind of selling.

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Referrals Cold Calling Sales Qualified Lead Call-back 373

Alice Heiman

DECEMBER 6, 2022

Sales teams can no longer be gatekeepers of the buyer’s journey. We’ve created a process where the salesperson is a gatekeeper for information instead of giving it to consumers on their terms. Watch the podcast below or on our YouTube channel. 6:27] When I started my business, I started cold outreach from Crunchbase.

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Scale Outsourcing Services Hiring Sales Process 125

Mr. Inside Sales

MAY 31, 2021

To get the most from these tips, combine all of them with a commitment to being the best in your company or industry. Doing so will help you identify where you need to improve—and how to do it. There you have it: Three ways to overcome call reluctance. So, use these techniques to help you do just that!

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Face-to-face Cold Calling Call-back Gatekeeper 180

Mr. Inside Sales

APRIL 2, 2021

Elevator pitch example #5: “ , at Tracks Advertising, our small business clients get the most comprehensive online exposure, the certified highest traffic and the most qualified leads in the industry—all at the guaranteed lowest rates. Where are you currently advertising online now?”.

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Sales Qualified Lead Face-to-face Advertising Advertising 231

Zoominfo

JULY 29, 2020

And with the use of intent data , preparation can include things like current pain points, revenue, industry niches, and beyond. So unless you have your prospect’s direct contact info , you’re likely to have to deal with a gatekeeper receptionist. Your script will change with different industries, locations, and even job titles.

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Cold Calling Data Hiring Intent Data 240

MTD Sales Training

JULY 9, 2019

5) Make friends with gatekeeper or secretary. Oftentimes, people on our sales courses ask for techniques to get ‘through’ the gatekeeper, or ‘overcome’ them. Try calling after normal hours, or delay an email to be sent at a very early hour, so they will see it first when they log on in the morning. We don’t subscribe to that view.

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Gatekeeper Decision Maker Call-back Up-Sell 276

Mr. Inside Sales

JULY 25, 2020

Now, the above is a generic statement which I encourage you to customize to fit your industry—and to even fit your prospect’s unique buying motives. Unlimited License: One to 100 reps can attend for one low price!

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Face-to-face Gatekeeper Decision Maker Licensing 173

Mr. Inside Sales

JANUARY 23, 2020

In terms of this real estate agent, one suggestion I had was to do what others in his industry are doing. Obviously, you can adapt this strategy to any other industry, i.e., yours! The real question should be: how can you “cold call” more effectively? If you’re in real estate, I’m sure you can come up with many other questions.

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Cold Calling Real Estate Sales Qualified Lead Face-to-face 180

Mr. Inside Sales

JUNE 19, 2020

One additional tip for your emails: Customize the above templates to your industry. Right now, we are offering {briefly state your value prop}, and we’re making it easier than ever to take advantage of that. The timing has never been better to get a jump on your competition. Let’s schedule…. What’s important to them?

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Face-to-face Gatekeeper Call-back Licensing 158

Janek Performance Group

FEBRUARY 6, 2024

Here, then, are some keys to preparation in selling, including understanding the prospect or client’s industry, account, and people: Industry Prep Central to preparation is knowing their industry. No matter the industry or account, they can just jump on a call and ask questions. What challenges does their industry face?

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Social Media Ideal Customer Profile Decision Maker Referrals 71

Sales Hacker

AUGUST 2, 2019

This description should include: the industry they operate in. Make a list or spreadsheet of all of your last quarter’s sales, and cross reference it to your target market definition, with a separate column for industry, size of business, geographical location, etc. the size of the company, perhaps based on the number of employees.

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Penetration Industry Buying Cycle Marketing 68

John Barrows

MARCH 21, 2018

Identify a target and be as specific as possible based on certain qualification criteria (VP of Sales in the SaaS industry who use Salesforce). Getting through gatekeepers. In the morning, every time you get a gatekeeper on the phone, be super nice to them and try to make their day brighter.

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Gatekeeper Objections SalesForce Call-back 128

Mr. Inside Sales

JULY 19, 2019

In my 35 years of selling, managing, and coaching inside sales, there is one thing that has remained constant: The top producers in any company or industry are also the hardest workers. From: The Salesman’s Book of Wisdom , by Dr. Criswell Freeman. And if you’re in sales, then I know that you see this relation as well. Who Should Attend?

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Face-to-face Inside Sales Gatekeeper Decision Maker 127

Zoominfo

AUGUST 26, 2020

These data points (some more crucial than others) are essential for any communication with your prospect: Name – contact and company Title – including department and management level Direct dial phone number – to avoid the switchboard gatekeeper Email – crucial for follow-ups!

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Cold Calling How To Exact Campaigns 207

Mr. Inside Sales

SEPTEMBER 9, 2019

Mr. Watson was not only a founding father of the computer industry, he was also a master salesman. “The Presentation”. “In In 1914, Thomas J. Watson, was named president of the company that would come to be known as IBM. And he had this practical advice about sales presentations. He said, ‘Don’t worry about being a natural salesman.

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Face-to-face Gatekeeper Inside Sales Decision Maker 144

Smooth Sale

FEBRUARY 27, 2024

Applicant Tracking System (ATS) An Applicant Tracking System is the first gatekeeper you will likely encounter on the job hunt. Research the hiring company’s industry in detail. Recognizing recruiting terms can clarify job postings, interviews, and professional networking conversations. Be Inspired and Inspiring!

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Hiring Lead Rank Lead Scoring Networking 119

Janek Performance Group

OCTOBER 17, 2022

The gatekeeper keeps dropping my calls into voicemail. On YouTube, I may watch a comedian with the purpose of borrowing a joke to use as an ice-breaker with a gatekeeper or a prospect. This is the perfect type of industry-specific knowledge to create a cold email that generates a reply. The prospect is not returning my calls.

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How To Hiring Journal Gatekeeper 62

eGrabber

NOVEMBER 27, 2019

You need to research on their industry, businesses, the challenges that they face, etc. C-Suite executives are well guarded by gatekeepers. These gatekeepers are trained to keep the sales & marketing folks away from reaching the C-Suite executives. LeadGrabber MF Pro enables you to bypass the gatekeepers. What’s more?

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Gatekeeper How To Lead Rank Lead Scoring 64

Zoominfo

FEBRUARY 17, 2021

Anticipate gatekeepers (the jaded call operators). Chat for as long as it’s comfortable, then position:] So I’m working on an initiative for [lead’s industry] to improve their [industry-specific goal]. I work with clients in [lead’s industry] to address their [industry-specific challenge]. How is your [goal]?

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Cold Calling Guidelines Prospecting Face-to-face 100

LeadFuze

JULY 13, 2023

This post aims to provide valuable insights into mastering the art of selling, from evading gatekeepers in B2B environments to closing tough customers effectively. Salespeople should learn from experienced mentors, viral sales training articles dedicated to their industry, and real-life experiences with customers.

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How To Gatekeeper Case Study Proposal 52

Mr. Inside Sales

MARCH 16, 2020

Use/adapt/personalize this script so it works for you and your industry. Regardless of which tie down you choose, now start qualifying and set an appointment for a demo. As always, the best way to overcome any objection or stall is to be prepared for it in advance. Unlimited License: One to 100 reps can attend for one low price!

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Objections Face-to-face Inside Sales Gatekeeper 169