Hubspot Sales

OCTOBER 5, 2021

Sales development representatives and gatekeepers. only to get stopped by a gatekeeper. Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to make a sale. How to Get Past the Gatekeeper When Cold Calling.

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Gatekeeper Decision Maker How To Cold Calling 128

No More Cold Calling

DECEMBER 18, 2014

When you have a referral introduction, there’s no need to dupe the gatekeeper. It’s tiresome reading about how to get past the gatekeeper. These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, and a waste of sales time. Gatekeepers are good at their jobs. Of course you would.

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Gatekeeper Cold Calling Telemarketing Referrals 303

No More Cold Calling

APRIL 15, 2021

Not getting the ROI you expected from your lead-gen tactics? Your lead generation tactics aren’t driving bottom line revenue. Every sales leader says their #1 prospecting challenge is getting leads in the pipe. They complain they don’t have enough leads, or at least not enough qualified leads. Try this instead.

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Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Mr. Inside Sales

JANUARY 28, 2019

Are you still getting screened out by the gatekeeper ? And unfortunately, these mistakes lead directly to the kind of screening questions you see above. Just giving your name and then stopping invites the gatekeeper to keep screening you. Many sales reps answer the gatekeeper’s question and they just remain silent….

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Gatekeeper Decision Maker Call-back Inside Sales 139

No More Cold Calling

AUGUST 9, 2018

Your lead generation process plays out like this: You don’t have enough leads in your pipe, and your reps aren’t calling high enough. In most cases, their lead generation process depends on marketing to round up online leads. Those leads are not qualified. Do You Have a Referral Lead Generation Process?

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Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 197

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

Mr. Inside Sales

JUNE 13, 2022

An inbound lead. If you’ve been fielding inbound leads for a while, then you’ve probably noticed something: Not all inbound leads buy. The way to capture a deal in this situation—if there is one—is to treat an inbound lead like any other: you need to qualify them. The post Inbound Leads: Slam Dunks or Looky-loos?

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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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Mr. Inside Sales

APRIL 14, 2024

You know how it is: You’ll be minding your own business and then suddenly you’ll hear things like: “These leads suck.” “I This might include: “Everyone has these leads, and I’ve written business from them. I can’t make any real money here.” “I I can’t believe this company is asking me to actually show up to an office!”

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No More Cold Calling

MARCH 1, 2018

Which do you trust more—the lead generation data manufactured by sales technology tools and artificial intelligence, or your intuition, which is generated by years of experience and your emotional intelligence? Back then, we stored and accessed lead generation data in our heads. Ignore the lead generation data? Absolutely not.

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Lead Generation Data Leads Marketing Qualified Lead 249

Mr. Inside Sales

APRIL 23, 2022

How many times have you been stopped by the gatekeeper asking you: “Will he/she know what this call is about?”. In all likelihood, you yourself are creating this objection by the way you’re opening your dialogue with the gatekeeper. Here’s what not to do: Gatekeeper: “Johnson company, may I help you?”. Frustrating, isn’t it?

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Gatekeeper Face-to-face Decision Maker Inside Sales 156

Mr. Inside Sales

JUNE 1, 2020

A company I’ve been working with for over a year now gets a portion of their leads via inbound email requests for information on their services. Another company recently reached out to me wondering if there is a best practice approach for handling inbound leads. So, stop pitching your inbound leads and start qualifying instead.

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Inbound Sales Qualified Lead Leads Marketing Qualified Lead 178

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. So leading with your pitch is the last thing you want to do. So, what to do? In this case it’s O.K.

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Gatekeeper Decision Maker Sales Qualified Lead Call-back 120

Mr. Inside Sales

MARCH 17, 2024

Not only is it hard to get prospects back on the phone, when you do, you usually lead off with the ineffective opening line of: “Did you have a chance to review that email I sent you?” They aren’t saying no, and it implies they might be interested. but face it—they rarely are. And you know how that goes: “What email? Can you send it again?”

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No More Cold Calling

JUNE 7, 2018

Your lead generation tactics aren’t driving bottom line revenue. I’ve just returned from three conferences, and the #1 challenge I heard sales pros repeat again and again was how to get leads in the pipe. Everyone complained that they didn’t have enough leads, or at least not enough qualified leads. That’s a fact.

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Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

Engage Selling

MAY 11, 2017

Are you or members of your sales team having trouble getting past gatekeepers? I’ve noticed a trend. In my latest workshops and training working with top sales performers, one issue that keeps coming to the surface is how to get past … Read More »

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Gatekeeper How To Trends Training 78

The Sales Hunter

AUGUST 25, 2015

When asking for assistance, be sure to offer to help them in finding potential leads and contacts. Rather than asking the gatekeeper for the […]. It’s amazing how one salesperson will be willing to help out another salesperson.

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No More Cold Calling

JULY 29, 2021

Ask yourself: How are sales reps sourcing leads? How are sales reps qualifying their leads? Instead, give them a sales process that lets them pre-qualify leads and pre-earn trust. If your reps chase cold leads, they’re set up to fail. That’s why there’s only one kind of lead that should be in your pipeline.

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Closing Sales Qualified Lead Lead Rank Lead Scoring 409

No More Cold Calling

MARCH 16, 2017

Lead generation shouldn’t be that tough. There has to be an easier way to score qualified sales leads! There has to be an easier way to score qualified sales leads! Cold calling is a demeaning sales tactic and an inefficient way to generate qualified sales leads. Lead generation is tough. Bypass the gatekeeper.

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Sales Qualified Lead Cold Calling Lead Rank Lead Scoring 232

Mr. Inside Sales

AUGUST 18, 2023

Establishing rapport with a prospect in the very beginning is perhaps the most important first step to earning the right to have a conversation that might eventually lead to a sale. Get it wrong, and that could mean the end of your call—and your chance to make a sale. Unlimited License: One to 100 reps can attend for one low price!

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Face-to-face How To Gatekeeper Decision Maker 256

Mr. Inside Sales

JANUARY 14, 2023

It has grade “2” lead and a bright yellow color so it’s easy to find. Now over 130 pages of powerful and effective scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more money! Getting screened out by the gatekeeper. And off they go…. This pencil is brand new, never used.

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Face-to-face Gatekeeper How To Sales Qualified Lead 254

Mr. Inside Sales

MAY 11, 2023

The leads are trash, and I actually agree with some of my prospect’s objections!” “I Have you ever observed your self-talk after you lose a sale? Mine used to go something like this: “Darn it! I suck at this!” This product will never sell!” “The I wonder what I can sell that’s easier than this?” Should I go back to school?” And on and on.

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The SalesPro Leader

OCTOBER 11, 2018

The article, 5 Ways to get Past the Gatekeeper originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers.

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Gatekeeper Buyer Leads Marketing Qualified Lead 45

Mr. Inside Sales

APRIL 30, 2023

They may get some leads out and set up some “demos or presentations,” but because they didn’t discover whether a prospect was truly a buyer and in the market at that time, their close rate is a disappointing 2 sales out of 10 full presentations…. They pitch features and benefits instead of asking questions and qualifying.

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Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 212

Mr. Inside Sales

FEBRUARY 3, 2023

Remember, YOU are the closer, and YOU need to be leading the sale. OR: “I’m sure you work with (the other person) pretty closely, so from what you know about what they’re looking for, do you think they would go with this?” As you can see, the point is to be more assumptive, instead of beating around the bush and not asking. And you can.

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Face-to-face Gatekeeper Decision Maker Licensing 233

Zoominfo

MAY 8, 2019

A quick Google search will lead you to plenty of lists claiming to offer the best sales productivity hacks and tricks you need to increase sales productivity. Bypass gatekeepers. Secretaries, administrative assistants, and phone operators are often referred to as gatekeepers in the world of sales.

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Data Sales Process B2B Company 193

No More Cold Calling

FEBRUARY 24, 2021

Sales leaders have an ongoing challenge to get more qualified leads in the pipe, but seller access has evaporated. Lead generation shouldn’t be nearly impossible, not even during a global pandemic and recession. percent of them get at least a quarter of their leads from their companies. Can attest to the ROI they’ve received.

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Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

JULY 13, 2021

They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. When you receive a referral introduction, you breeze past gatekeepers and walk right into meetings with your prospects. Then, ask for an introduction.

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Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Mr. Inside Sales

MARCH 2, 2023

Everyone wants to be helpful, and by leading with this statement, you’ll at least peak someone’s interest, and get them to listen a little bit longer. #2: Incorporate these proven techniques and give yourself the best chance of hearing back from prospects: #1: Use the “I need a little help, please…” technique.

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DiscoverOrg Sales

APRIL 11, 2016

There’s a famous quote from that seminal 1992 movie about sales, Glengarry Glen Ross , in which Jack Lemmon’s character, Shelley, contemptuously dismisses the contact data he’s been given: “The leads are weak!” But the dialogue gives viewers some insight into the importance of leads, which are the lifeblood of selling.

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

No More Cold Calling

MAY 25, 2023

Image attribution: Tony Wu ) I Feel Like We’ve Met Before It’s the same old lead generation story. Everyone complains they don’t have enough leads in the pipe, but they forget the word “qualified.” No other lead generation approach comes even close. You get qualified leads in the pipe. None of us stands out to B2B buyers.

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B2B Buyer Referrals Sales Qualified Lead 177

Mr. Inside Sales

JANUARY 8, 2021

Let me explain: If you’re like most sales reps, then you hate making calls because you’re either afraid of being rejected, or you’re are afraid you’re going to mishandle a call and so lose a good lead. And regarding fumbling a good lead—my experience is that if a prospect is interested, then they’ll speak with you.

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Mr. Inside Sales

MAY 21, 2022

And if you’d like to learn even more proven techniques, including how to: Eliminate call reluctance Glide past gatekeepers Prospect more effectively Qualify prospects more easily Deliver killer presentations that lead to more closed sales Overcome objections And much, much more!

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Closing Training Gatekeeper Face-to-face 156

Mr. Inside Sales

FEBRUARY 12, 2021

or any of the other questions above, or come up with your own), you’ll be leading your prospect to reveal their interest level and unique buying motives. And that’s better than leading them to a stall, isn’t it? , and by asking a positive question “What did you like most about it?” (or

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Follow-up Face-to-face Sales Qualified Lead Gatekeeper 228

Mr. Inside Sales

SEPTEMBER 11, 2020

First, understand what’s happening here: Remember the law in sales: Leads Never Get Better! If you sent out the hottest lead ever, a “10” on a scale of 1 – 10, when you call them back, have you ever noticed that now they’re about a “7”? And you can imagine how they are when reps reach them.

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Mr. Inside Sales

MAY 1, 2019

Do you want to be confident when speaking with gatekeepers and decision makers? Want to get your team excited about selling again? Would you like to be motivated to pick up the phone instead of sending yet another email? Are you ready to double or even triple your sales—in 2019? Better training = more sales. It’s that simple.

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Training Gatekeeper Workbooks Face-to-face 172

Mr. Inside Sales

SEPTEMBER 25, 2021

Try it this week, and watch your leads get more qualified as you put less “wood” into your pipeline. Believe me, all of these techniques are better than sending an email and then being ghosted for the next month as you try to get them on the phone again! And then watch as more deals roll out of it!

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