Mr. Inside Sales

OCTOBER 22, 2018

One of the biggest mistakes I still hear sales reps making is pitching the gatekeeper or receptionist in hopes of them being so impressed that they will put them through to the Decision Maker (DM). Here’s what you need to know: The gatekeeper’s job is to route calls. Gatekeeper: “Can I tell him/her who is calling?”.

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Gatekeeper Decision Maker Inside Sales Exact 140

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). That’s why you always want to thank the admin.

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Mr. Inside Sales

FEBRUARY 12, 2018

He told me that some of them are struggling to get through to decision makers, and he thought it was because they were “pitching the gatekeeper.” Let’s recap the role of the receptionist/gatekeeper: The receptionist’s job is to answer calls and route them to the right person. It works: Gatekeeper: “XYZ company, how can I help you?”.

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Gatekeeper Cold Calling Decision Maker Exact 120

No More Cold Calling

JUNE 19, 2014

The gatekeepers are onto your tricks. Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers. Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers. But gatekeepers are good at their job. Of course you would. Think again.

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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

MTD Sales Training

JULY 18, 2012

If you still view gatekeepers as annoying, low-level, annoying pawns whose mission in life is to do nothing but waste your time, cost you money and make your life miserable, then I have news for you. Here are three important things you need to realize and keep in mind about today’s gatekeepers (GK). #1 1 – Today’s GK is Smart.

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Gatekeeper Cold Calling Face-to-face Decision Maker 288

Hubspot Sales

DECEMBER 22, 2017

1) The Gatekeeper. The gatekeeper is usually an executive assistant or associate to the decision maker. If the gatekeeper is an executive assistant, you should know immediately by their title. Once you’ve identified the gatekeeper, you have a few options. Other options include selling to or working with the gatekeeper.

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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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Mr. Inside Sales

MARCH 17, 2024

Take their email down and then email them your information right now.] What I’d like to do right now is take a minute to get an idea of what’s important to you, and then I can direct you to that part of the information when you get around to it. Okay, it’s on the way to you.

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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

JANUARY 19, 2024

So let me email you some information so you’ll have it in case you need it. I know it makes sense to have several vendors you can check pricing and availability with, and having another supplier in your back pocket is only going to help you, right?” [Get Get buy in here before you continue.] “So What’s a good email address to send this to?”

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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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Mr. Inside Sales

JULY 30, 2021

2 “You know, I’ve given you a lot of information, do you mind if I ask you what you think so far?”. #3 Use the following questions to help open your prospect up and to get them to reveal where they really stand, and what you need to do to move closer to the sale: #1 “I can tell that’s important to you; why does it mean so much?”. #2

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Pipeliner

SEPTEMBER 17, 2021

In this Expert Insight Interview, John Meese discusses whether the Age of Information has ended and what this could mean for all of us. This Expert Insight Interview discusses: The end of the Age of Information. How the Age of Information transpired and what it looked like. Exiting the Age of Information. Age of Insight.

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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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Sales Evangelist

NOVEMBER 19, 2021

Gatekeepers: the infamous villains of the sales world. Regardless of industry, most high-level executives employ some type of executive assistant or secretary to serve as a gatekeeper. Therefore, as salespeople, you must convince both the executive and the gatekeeper that you’re worthy of their time.

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Decision Maker Gatekeeper Survey ACT 40

Sales Evangelist

NOVEMBER 19, 2021

Gatekeepers: the infamous villains of the sales world. Regardless of industry, most high-level executives employ some type of executive assistant or secretary to serve as a gatekeeper. Therefore, as salespeople, you must convince both the executive and the gatekeeper that you’re worthy of their time.

Decision Maker 40

Decision Maker Gatekeeper Survey ACT 40

Sales Evangelist

NOVEMBER 19, 2021

Gatekeepers: the infamous villains of the sales world. Regardless of industry, most high-level executives employ some type of executive assistant or secretary to serve as a gatekeeper. Therefore, as salespeople, you must convince both the executive and the gatekeeper that you’re worthy of their time.

Decision Maker 40

Decision Maker Gatekeeper Survey ACT 40

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 on and on… As such, many reps don’t ask the “tough” questions, like: “What kind of budget do you have set aside for this?” “If What are they hoping to find in a solution like ours?”

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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.

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.

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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

Smart Calling

DECEMBER 6, 2018

Lots of conventional sales material says to “get past” the gatekeeper, or is about “going through” the screener. And that is bad information, which actually salespeople to get shut down and turned away. The post How to Get Past Gatekeepers and Screeners: Don’t appeared first on Smart Calling Blog.

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Gatekeeper How To Sales 45

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. You need to gather as much information and data as possible about the company and their outlook. How Do I Get a CFO’s Attention?

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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

Mr. Inside Sales

OCTOBER 28, 2022

If you’re ever challenged with the objection, “Your price is pretty high for that…” and you are tempted to see if you can lower your price to compete, what is the most important bit of information you need? Now that may seem fine, but what is the crucial bit of information he needs to compete here? Think about this….

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Objections Face-to-face Gatekeeper Decision Maker 156

Mr. Inside Sales

SEPTEMBER 20, 2022

Take their email down and then email them your information right now.]. What I’d like to do right now is take just two minutes to get an idea of what’s important to you, and then I can direct you to that part of the information when you get around to it. it’s on the way to you.

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MTD Sales Training

OCTOBER 5, 2018

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 ). Here’s an example of how it works: Gatekeeper: “ABC Ltd, how can I help you?”. Am I right with that assumption?”.

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Decision Maker Gatekeeper Face-to-face Influencer 242

Zoominfo

MAY 8, 2019

But, no matter what we call sales data, the information sold by data providers has stayed very much the same– it’s now just manipulated and presented in more advanced, helpful ways. Bypass gatekeepers. Secretaries, administrative assistants, and phone operators are often referred to as gatekeepers in the world of sales.

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Mr. Inside Sales

MAY 15, 2020

Here is the information you’ll need to nominate me : Choose: “Sales Leader/Executive” in the middle from 3 options on the bottom. There are two categories below that would help me tremendously: . 1) To nominate for Service Provider , please go here: . First name: Mike. Last name: Brooks. Company: Mr. Inside Sales.

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Mr. Inside Sales

NOVEMBER 5, 2021

There is a wealth of information on how to sell over the phone better, easier, and more effectively. The best (and most affordable) on-demand inside sales training program? Click here. Want instant access to scripts? Here’s an e-book for you: Click here. Feel free to forward this email to everyone on your inside sales team.

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Resources Face-to-face Gatekeeper Inside Sales 242

Mr. Inside Sales

NOVEMBER 2, 2020

Do you have that information handy?”. But seriously, {first name}, this (product/service/investment) has some great features that aren’t readily available in the (demo/material/information) I sent you, and it’ll only take a couple of minutes to find out if they would be a fit or benefit for you. Do you have it handy?”.

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Mr. Inside Sales

FEBRUARY 12, 2021

I did email you the information we spoke about, and I was wondering: ‘What did you like best about it?’”. What part of the information is the best fit for what you do?”. Want a better approach? Try this: When you get your prospect back on the phone, say: “Nice to speak with you again.

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Mr. Inside Sales

JANUARY 2, 2023

Remember, your clients and prospects have all the information you need to make a sale, and they will almost always tell you IF YOU ASK QUESTIONS AND LISTEN TO THEIR RESPONSES. Getting screened out by the gatekeeper. Now I’m sure you can come up with your own questions here, but you get the idea. Identifying decision makers.

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