Hubspot Sales

APRIL 2, 2021

Some are influencers that speak to the decision-makers and convince them to go in either direction, while others hold the final say on decisions. In this post, we’ll explain how to identify sales leads you may be in conversation with, and give insight from expert sales leaders on how to sell to decision-makers and influencers.

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Decision Maker Influencer Gatekeeper How To 110

Mr. Inside Sales

MARCH 17, 2023

And, if they are an influencer collecting information, then: “What is the timeline of the (decision maker) to put something like this to work for them?” And, to qualify the influencer: “How do you get involved in the decision process?” “If you like what you see, what is your timeline for moving ahead with this?”

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Decision Maker Face-to-face Gatekeeper Licensing 261

Mr. Inside Sales

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. So, what to do? In this case it’s O.K.

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Gatekeeper Decision Maker Sales Qualified Lead Call-back 120

Pipeliner

AUGUST 18, 2018

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 A gatekeeper (at the risk of using an outdated term) is the person designated to keep a protective barrier or ‘screen’ around important or ultra-busy people. There are 3 reasons why gatekeepers still rock: They are paid to answer their phone.

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Gatekeeper Social Media Guarantee Territories 61

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

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

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. I was quite wrong.

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Gatekeeper Decision Maker ACT Influencer 53

MTD Sales Training

OCTOBER 5, 2018

The person may, though, be a key influencer in the process, so you will want them to feel they have confidence in your approach and so build up trust. Doing that may well help you get to the next stage in the sale if the person does have influence with the final decision-maker. 3) Use the gatekeeper screen to get further information.

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Decision Maker Gatekeeper Face-to-face Influencer 242

Mr. Inside Sales

DECEMBER 12, 2020

Then: “And also, I’m not the decision maker on this, I’m just an influencer. Key #2: When he says, “I’m just an influencer—not the decision maker,” I would have again addressed it right then by saying: “Thanks for letting me know. After this, I have to take this back to the board and let them know what I think.”.

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Decision Maker Face-to-face Call-back Gatekeeper 291

Sales Evangelist

AUGUST 6, 2021

Sometimes all it takes to get past the gatekeeper is to build a solid relationship with them. Make connections with the gatekeeper: Ask them what the best method is is to talk with them. Many salespeople know the gatekeeper is essential, yet we treat them as if they aren’t. Don’t be afraid to interact with the gatekeeper.

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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. Make connections with the gatekeeper: Ask them what the best method is is to talk with them. Many salespeople know the gatekeeper is essential, yet we treat them as if they aren’t. 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. Make connections with the gatekeeper: Ask them what the best method is is to talk with them. Many salespeople know the gatekeeper is essential, yet we treat them as if they aren’t. Don’t be afraid to interact with the gatekeeper.

Gatekeeper 40

Gatekeeper Decision Maker Nonprofit Hiring 40

RAIN Group

FEBRUARY 13, 2019

Gatekeepers are tough. This article was originally published on the Sales Enablement Society. Sellers often complain that it's impossible to get through to buyers. Buyers are busy. Calls go to voicemail. Email goes to junk. The list goes on. While getting through certainly isn't easy, sellers who work at it do get through.

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Buyer Influencer Gatekeeper Sales Enablement 90

Mr. Inside Sales

MARCH 25, 2021

are just a few of the other factors that influence sales. Skill level of the sales rep is the most important thing; however, there are other variables like the type of lead—inbound versus outbound; the territory; existing client or new prospect; the marketing and/or branding of the company, etc.,

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Face-to-face Gatekeeper Licensing Decision Maker 178

MarketJoy

APRIL 17, 2018

It is also about understanding the difference between decision makers, gate-keepers, and influencers. Gatekeeper. 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. Influencers.

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Decision Maker Influencer Ideal Customer Profile Gatekeeper 45

Sales and Marketing Management

FEBRUARY 26, 2018

They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. In a recent RAIN Group Center for Sales Research report , we asked buyers how they prefer to be contacted by sellers and what influences their decision to connect with some sellers and not others. Gatekeepers are a different story.

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Sales Meeting Meeting Gatekeeper ROI 185

Mr. Inside Sales

AUGUST 7, 2020

Then: “And also, I’m not the decision maker on this, I’m just an influencer. Key #2: When he says, “I’m just an influencer—not the decision maker,” I would have again addressed it right then by saying: “Thanks for letting me know. After this, I have to take this back to the board and let them know what I think.”.

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Prospecting Decision Maker Face-to-face Gatekeeper 199

Janek Performance Group

DECEMBER 20, 2023

How do you best apply prospecting skills through intermediators or gatekeepers? When prospecting through intermediators, like gatekeepers, influencers, and agents/brokers, help them build their own cadence. Gatekeepers will present your name and reason for calling. As with prospects, present value to the gatekeeper.

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Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

No More Cold Calling

MAY 28, 2017

Tim Hughes, one of the world’s top social selling influencers, recently interviewed me on this very topic. In this month’s guest post, Tim Hughes—author of Social Selling: Techniques to Influence Buyers and Changemakers —discusses social selling offenses and how to rectify them. Trying to get past the gatekeeper is a waste of time.

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Referrals Gatekeeper Social Media Cold Calling 136

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

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. Onalytica : Find relevant influencers for your brand. Recognizing recruiting terms can clarify job postings, interviews, and professional networking conversations.

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Hiring Lead Rank Lead Scoring Networking 120

Mr. Inside Sales

JUNE 25, 2021

When prospecting, has a decision maker or influencer or office manager ever told you: “Just email me some information.” You get the same brush offs when prospecting, the same objections when closing, the same ghosting when following up. We’re happy with who we’re using.” “We We aren’t interested.” I’ll have to check with my boss.”.

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Face-to-face Decision Maker Objections Gatekeeper 184

Selling Energy

SEPTEMBER 3, 2021

When planning your strategy for closing a complex sale, one of the first questions you need to ask is, “How many stakeholders will be involved in the buying process – either as an initiator, a gatekeeper, an influencer, a decision-maker, a procurement specialist, or an end user?”

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Gatekeeper Decision Maker Influencer Sales 60

Smooth Sale

FEBRUARY 29, 2024

But most are unaware that ‘gatekeepers’ reside within our mindset, preventing us from achieving business growth and our desires. Onalytica : Find relevant influencers for your brand. It’s a known fact that open minds can open closed doors, and business growth depends on the impact we make.

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Hiring Gatekeeper Media Benefit 108

Mr. Inside Sales

JULY 13, 2018

Prospecting by phone can be hard—gatekeepers screening you out, decision makers don’t want to talk to you, etc.—but This technique will help you overcome objections from: 1) Gatekeepers. 4) Influencers, etc. but it doesn’t have to be. Before I give you this sales prospecting technique, let me tell you how you’ll use it.

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Cold Calling Objections Sales Qualified Lead Prospecting 143

No More Cold Calling

JULY 26, 2018

As a result, they breeze right past the gatekeeper. They get “intel” about the buying process, who’s on the committee, who the influencers are, who has the budget, what’s the timeline, and who to watch out for. I jumped on this research, because I know how reps reach decision-makers. They get referrals.

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Pipeline Decision Maker Closing Referrals 184

No More Cold Calling

MARCH 10, 2011

It can be frustrating dealing with gatekeepers, receptionists, and executive assistants. The sales person is rude to the receptionist, gatekeeper or executive assistant. Too many sales people treat the gatekeeper with disdain or like a second-class citizen. Not to mention that decision makers seldom return voice mail messages.

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Cold Calling Company Gatekeeper Decision Maker 279

Selling Energy

AUGUST 7, 2020

When planning your strategy for closing a complex sale, one of the first questions you need to ask is, “How many stakeholders will be involved in the buying process – either as an initiator, a gatekeeper, an influencer, a decision-maker, a procurement specialist, or an end user?”

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Gatekeeper Decision Maker Influencer Sales 62

Sales Training Connection

DECEMBER 5, 2013

Others are influencers who may not make the decision but can influence those who do. An influencer may be a potential user of the solution or a key advisor to the decision-maker. There are others who play the role of gatekeepers – they cannot say yes, but can say no. A few are key decision-makers.

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Networking Gatekeeper Decision Maker Influencer 112

The Pipeline

JULY 20, 2015

Words impact and reflect you view of things and situations, and while many will argue that it’s just semantics, they fail to realize or acknowledge the degree to which words you choose reflect and signal your intent; something that your buyers pick up and are influenced by as much as anything. Right out of the gate, us vs. them.

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Gatekeeper Decision Maker Up-Sell Objections 120

Partners in Excellence

JUNE 24, 2022

As sellers, we are viciously focused on finding the “decisionmaker(s),” alternatively the “influencers.” But there are a lot of other people having, perhaps, peripheral or minor roles in the “decision,” but who actually have huge influence in our success. And too often, we ignore these people.

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Face-to-face Gatekeeper Influencer Engineering 86

Score More Sales

DECEMBER 3, 2014

Have a discussion with a gatekeeper that makes him or her interested to forward you on. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. You can download the free ebook here [link]. We’d love for you to check it out, get inspired, and make one extra call today.

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Inside Sales Gatekeeper Decision Maker eBook 206

DiscoverOrg Sales

MARCH 30, 2017

Sales reps aiming to displace the current provider were stuck dialing into dead-end corporate switchboard phone numbers, getting stonewalled by gatekeepers, never to reach their buyer’s voicemail box—let alone pitch their product to a decision-maker. The first good sales rep on site won exclusive mining rights.

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Data Lead Rank Decision Maker Account Based Marketing 120

Sales and Marketing Management

JUNE 26, 2017

How can marketing further support the sales process if the decision-makers and influencers are unknown/anonymous web visitors? If 90 percent of your buying committee doesn’t fill out a form, they’ll never receive your email messages. You can’t risk serving them a generic experience.

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Pipeline Case Study Decision Maker Ideal Customer Profile 185

Bernadette McClelland

NOVEMBER 2, 2011

Have gatekeepers had some form of combat training? Focus on how to educate both himself and his customer and position himself as a true person of influence helping make the complex simple. Is customer loyalty really down? Are sales cycles either nonexistent or getting even longer? Do contacts suddenly go AWOL ?

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Buyer Gatekeeper Buying Cycle Loyalty 231

Hubspot Sales

NOVEMBER 26, 2019

The first person you talk to will usually be a gatekeeper , who is still a valuable contact to have. Sabotage this relationship, and you’ll lose their influence. Connect with an associated gatekeeper. A gatekeeper is typically an executive assistant or associate who has direct contact with the decision maker.

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Decision Maker Sales Qualified Lead Gatekeeper Lead Rank 72