Hubspot Sales

APRIL 2, 2021

According to Gartner , a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product. 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. Identifying Sales Leads.

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Decision Maker Influencer Gatekeeper How To 114

Mr. Inside Sales

MARCH 17, 2023

So many sales reps are anxious when they speak with a prospect. 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?”

Decision Maker 261

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 A gatekeeper (at the risk of using an outdated term) is the person designated to keep a protective barrier or ‘screen’ around important or ultra-busy people. Sales People Report that One of Their Top Challenges is Accessing Top Executives.

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Gatekeeper Social Media Guarantee Territories 61

Mr. Inside Sales

MARCH 25, 2021

First the no part: Sales is much, much more than just “rolling the numbers,” as they used to say. 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.,

Face-to-face 178

Face-to-face Gatekeeper Decision Maker Licensing 178

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. You: “Oh, hello, it’s John Smith here from XYZ Ltd.

Decision Maker 242

Decision Maker Gatekeeper Face-to-face Influencer 242

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.

Gatekeeper 40

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.

Gatekeeper 40

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.

Gatekeeper 40

Gatekeeper Decision Maker Face-to-face Direct Mail 40

Pipeliner

APRIL 17, 2018

It read, “How to handle gatekeepers and reach decision-makers.”. This, I thought, is an online article that would be great to share with my B2B sales team. Tell the gatekeeper that your prospect is expecting your call when they aren’t. When talking to the gatekeeper, leave out your company name. I was quite wrong.

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Gatekeeper Decision Maker ACT Influencer 53

Mr. Inside Sales

DECEMBER 12, 2020

In case you missed this, I received the following email last week: Dear Mike: The people have spoken and your article, “3 Keys to Dealing with Difficult Prospects,” has won 2nd place in our 2020 Sales Pro Central MVP Awards Social Selling category!” Then: “And also, I’m not the decision maker on this, I’m just an influencer.

Decision Maker 291

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

Sales and Marketing Management

FEBRUARY 26, 2018

Author: Mike Schultz, President, RAIN Group Breaking through and setting sales meetings with C-suite buyers is tough. They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. Yet, many sellers are successful in breaking through and setting initial sales meetings with the C-suite.

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Sales Meeting Meeting Gatekeeper ROI 185

Mr. Inside Sales

JUNE 25, 2021

In addition, you would also be able to sell more with less stress, less rejection, and sales would actually become, dare I say it?—easy. And here is the secret: Sales is nothing more than a set of recurring selling situations that you encounter over and over again. ON DEMAND SALES TRAINING THAT GETS RESULTS! The answer?

Face-to-face 184

Face-to-face Decision Maker Objections Gatekeeper 184

Sales Evangelist

AUGUST 6, 2021

Sometimes all it takes to get past the gatekeeper is to build a solid relationship with them. In today’s episode of The Sales Evangelist, we’re going to do just that with the help of today’s guest Kevin Cummings. Make connections with the gatekeeper: Ask them what the best method is is to talk with them. Your ultimate goal?

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. In today’s episode of The Sales Evangelist, we’re going to do just that with the help of today’s guest Kevin Cummings. Make connections with the gatekeeper: Ask them what the best method is is to talk with them. Your ultimate goal?

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. In today’s episode of The Sales Evangelist, we’re going to do just that with the help of today’s guest Kevin Cummings. Make connections with the gatekeeper: Ask them what the best method is is to talk with them. Your ultimate goal?

Gatekeeper 40

Gatekeeper Decision Maker Nonprofit Hiring 40

RAIN Group

FEBRUARY 13, 2019

This article was originally published on the Sales Enablement Society. Gatekeepers are tough. 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

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. Take your sales hat off and play their game. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Prospecting Decision Maker Face-to-face Gatekeeper 199

MarketJoy

APRIL 17, 2018

Savvy sales professionals know that the most fruitful lead generation activities come from in-depth knowledge of exactly who you are talking to. It is also about understanding the difference between decision makers, gate-keepers, and influencers. Knowing the nature of each can make the whole sales process slicker and more effective.

Decision Maker 45

Decision Maker Influencer Ideal Customer Profile Gatekeeper 45

Janek Performance Group

DECEMBER 20, 2023

Prospecting is one of the most fundamental sales skills. All sales organizations need new business. However, as the sales environment shifts, sellers must update how they prospect. Confirm that your SPF, DKIM, and DMARC records are properly set up within your sales or marketing automation tools. In sales, things change.

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Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

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?”

Gatekeeper 60

Gatekeeper Decision Maker Influencer Sales 60

No More Cold Calling

JULY 26, 2018

Never” is a bold statement, but savvy sales leaders recognize that closing is the easy part. It’s sales prospecting techniques that are messed up. Reps aren’t spending time on the critical business development activities that occur earlier in the sales process, so their sales pipeline is either dry or full of cold leads.

Pipeline 184

Pipeline Decision Maker Closing Referrals 184

MTD Sales Training

JULY 9, 2019

Many salespeople will persist with a sales message and keep forcing their products or services over email or phone. This will set you apart from other sales companies and will make you appear to be more valuable to them. 5) Make friends with gatekeeper or secretary. They will pass the message on. 3) Don’t try and sell to them.

Gatekeeper 276

Gatekeeper Decision Maker Call-back Up-Sell 276

No More Cold Calling

MARCH 10, 2011

The 6 reasons you should change your cold calling sales behavior. Bring up the subject of cold calling with a group of sales people and you are assured of a lively conversation as they lament about the challenges associated with this task. It can be frustrating dealing with gatekeepers, receptionists, and executive assistants.

Cold Calling 279

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?”

Gatekeeper 62

Gatekeeper Decision Maker Influencer Sales 62

No More Cold Calling

MAY 28, 2017

Sales is not about clicking buttons and adding a myriad of contacts to your profile. Sales is still about people buying from people, especially in account-based sales, where relationships are the key to land and expand within client enterprises. We exchanged ideas about sales online, and we met in person when I was in London.

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Referrals Gatekeeper Social Media Cold Calling 136

Score More Sales

DECEMBER 3, 2014

That’s why we went back to the Score More Sales blog vault and put together our top tips from the popular “Inside Sales Tips” series we ran this past year. Have a discussion with a gatekeeper that makes him or her interested to forward you on. Revisit that stalled sales opportunity and BRING IT TO CLOSURE!

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Inside Sales Gatekeeper Decision Maker eBook 206

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. Sales Tips: Helpful Recruiting Terms for Job Seekers Know the needs and desires of your audience, including your next new employer, in detail. Today’s insights are provided to help you achieve the Smooth Sale!

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Hiring Lead Rank Lead Scoring Networking 120

The Pipeline

JULY 20, 2015

Words are a big part of selling, seems obvious, but you’d be surprised how little attention some in sales pay to the words they choose. So here we go: Gatekeeper – Talk about starting off on the wrong foot. Sadly, many of the people that sellers refer to as gatekeepers, can actually be helpful in moving your agenda forward.

Gatekeeper 120

Gatekeeper Decision Maker Up-Sell Objections 120

Mr. Inside Sales

JULY 13, 2018

Discover sales training with best tips, rebuttal techniques and responses on how to go about handling and overcoming most common objections in phone cold call prospecting. Prospecting by phone can be hard—gatekeepers screening you out, decision makers don’t want to talk to you, etc.—but 4) Influencers, etc. 2) Decision makers.

Cold Calling 143

Cold Calling Objections Sales Qualified Lead Prospecting 143

Smooth Sale

FEBRUARY 29, 2024

But most are unaware that ‘gatekeepers’ reside within our mindset, preventing us from achieving business growth and our desires. Share Your Wisdom Sales Tips: The Impact We Make Know the needs and desires of your audience, including your next new employer, in detail. Today’s insights are provided to help you achieve the Smooth Sale!

Hiring 108

Hiring Gatekeeper Media Benefit 108

Sales Training Connection

DECEMBER 5, 2013

Sales networks. In B2B sales – you’re not selling to an individual, you’re selling to multiple people – a network. 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.

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Networking Gatekeeper Decision Maker Influencer 112

Sales and Marketing Management

SEPTEMBER 4, 2018

Author: Todd Handy Before we start, let’s make sure we’re all on the same page regarding the term “direct sales.” Often, the differentiator may come down to the sales rep, whose product knowledge, experience and ability to solve the customer’s problem end up being the deciding factor in turning a prospect into a customer.

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Hubspot Sales

AUGUST 10, 2020

What does it really take to be successful in sales? A salesperson’s definition of success is often influenced by the environment they work in, the greater goals of their organization, and their own personal drives and tendencies. Core Competencies in Sales. Foundational Sales Knowledge. Communication Skills.

Ideal Customer Profile 142

Ideal Customer Profile Face-to-face Gatekeeper Negotiation 142

DiscoverOrg Sales

MARCH 30, 2017

Cracking a tough sales account was once like striking oil. The first good sales rep on site won exclusive mining rights. All of that changed with access to high quality sales intelligence and emphasis on Account-Based Everything (ABE). Sales reps are no longer locked out of an account by longstanding business relationships.

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Data Lead Rank Decision Maker Account Based Marketing 120

DiscoverOrg Sales

APRIL 25, 2017

Sales and marketing teams that buy into myths about data providers miss out on serious business value. Myth 1: Contact lists = sales intelligence. Fact: Sales intelligence is more than a list of names and numbers. Sales intelligence includes a depth of information that is both accurate and predictive. Us either.).

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

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 80