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). Sales Person: “Yes, Sharon Ames in accounting.”.

Gatekeeper 271

Gatekeeper Decision Maker Account Course 271

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

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 A gatekeeper (at the risk of using an outdated term) is the person designated to keep a protective barrier or ‘screen’ around important or ultra-busy people.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.

Gatekeeper 61

Gatekeeper Social Media Guarantee Territories 61

LeadFuze

DECEMBER 30, 2019

They usually have people employed to take their calls to filter out sales reps and anyone else not deemed to be directly important. These are the Gatekeepers. Your sales success depends on knowing how to get past the gatekeeper. You will need to find a way past the gatekeeper. Befriend the gatekeeper.

Decision Maker 52

Decision Maker Gatekeeper Social Media How To 52

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

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

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

Hubspot Sales

JULY 23, 2018

LinkedIn Prospecting Tips. For most salespeople, social selling on LinkedIn is a way of life. For most salespeople, social selling on LinkedIn is a way of life. In other words, they're experts in the basics of LinkedIn prospecting. And what if you're making LinkedIn mistakes -- without even knowing it ?

LinkedIn 145

LinkedIn Prospecting Hiring Ideal Customer Profile 145

No More Cold Calling

AUGUST 9, 2018

Find out how to unclog your sales pipeline. Big problem—the kind of problem that will keep a sales leader up at night, or worse, get a sales leader canned. Big problem—the kind of problem that will keep a sales leader up at night, or worse, get a sales leader canned. Why can’t they get past the gatekeeper?

Lead Generation 197

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 197

MTD Sales Training

JANUARY 24, 2012

So how exactly do you prospect on LinkedIn ? Most sales professionals and business owners are only aware of their first degree connections. These are the people that you probably already knew before LinkedIn; friends, colleagues, people you have worked with in the past etc. But it goes further than that.

LinkedIn 214

LinkedIn Prospecting Decision Maker How To 214

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.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

No More Cold Calling

DECEMBER 6, 2019

Cold calling is a duplicitous, disingenuous sales tactic. If you make 100 calls, you’ll talk to about 20 people, schedule 10 sales appointments, and if you’re lucky, close one new deal. You message a second- or third-hand connection on LinkedIn without an introduction from your mutual friend. STOP Cold Calling. Still cold!

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

MTD Sales Training

OCTOBER 5, 2018

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. 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. Am I right with that assumption?”.

Decision Maker 242

Decision Maker Gatekeeper Face-to-face Influencer 242

Alice Heiman

DECEMBER 6, 2022

Jake Dunlap takes us from founding Skaled Consulting to his first successful sales hire. It’s great to be a founder led sales company but founder led services delivery is a problem. This was the first major hurdle that Jake encountered in his fledgling sales consulting business and a barrier to scaling. And boy, was I wrong. [11:57]

Scale 125

Scale Outsourcing Services Hiring Sales Process 125

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

No More Cold Calling

FEBRUARY 24, 2021

Why the sudden interest in referral sales? Not a cold calling stranger or someone pitching them on LinkedIn. Sales leaders have an ongoing challenge to get more qualified leads in the pipe, but seller access has evaporated. You can ask: During the sales process when you’ve added value. A sudden decline in seller access.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

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.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. It's the jumping-off point for every closable deal — and doing it effectively can be the difference between maintaining a steady stream of productive opportunities and your sales process never getting off the ground.

Ideal Customer Profile 87

Ideal Customer Profile B2B Prospecting Gatekeeper 87

Sales and Marketing Management

SEPTEMBER 17, 2018

Author: Sabrina Ferraioli When you try to call business executives, you’re up against some substantial hurdles — gatekeepers, voicemail, caller ID and their not-a-minute-to-spare schedules. Because of these obstacles, it takes dogged persistence coupled with sales skills to start a meaningful conversation. Keep it Short .

Conversion 293

Conversion Sales Qualified Lead B2B Direct Mail 293

No More Cold Calling

JULY 13, 2021

There are two parts to the sales process: Part One: Getting meetings with decision makers. The biggest challenge for sales teams is seller access , according to Gartner’s recent report, The Chief Sales Officer’s Leadership Vision for 2021. A referral is the best way to get a meeting with the decision maker.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Outside Sales Talk

MAY 18, 2022

John led sales in large IT providers for 39 years. John is passionate about enhancing professionalism in sales and this led him to found Sales Leader Forums and Sales Masterminds APAC. The best strategy for outside salespeople to get past potential gatekeepers. Tips for getting past or working with a gatekeeper.

Outside Sales 52

Outside Sales B2B Gatekeeper Face-to-face 52

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

Sales Evangelist

DECEMBER 5, 2019

How To Create A LinkedIn Profile That Consistently Brings New Business To Your Pipeline Many salespeople create a LinkedIn profile to bring in new business but are they creating a profile that is attractive to a potential buyer? Common Mistakes Salespeople Make on LinkedIn There are many common mistakes made on LinkedIn.

Ideal Customer Profile 75

Ideal Customer Profile LinkedIn Pipeline How To 75

No More Cold Calling

MAY 28, 2017

It happened again … a salesperson asked me to connect on LinkedIn, promised he could help my business, and then wanted to know my definition of referral selling. It’s listed on my LinkedIn profile. Sales is not about clicking buttons and adding a myriad of contacts to your profile. Coincidentally, I met Tim on social media.

Referrals 136

Referrals Gatekeeper Social Media Cold Calling 136

Sales Hacker

OCTOBER 28, 2022

I recently had the genuine pleasure of attending Scott Ingram’s 2022 Sales Success Summit. Is every sales event so provocative and fun?). What is the Sales Success Summit? The speakers, drawn from Scott Ingram’s Sales Success Stories podcast , are the #1 top sellers (or in the top 1% of sellers) in their companies.

LinkedIn 84

LinkedIn Lead Rank Call-back Enterprise 84

Sales 2.0

OCTOBER 28, 2012

Opening this list I thought I’d take a look at how their sales coverage was on account number one. I was working a hypothesis that my client’s sales people were mostly selling their main products not all their products. I typed this head of marketing’s name into Linkedin. The account had changed hands as a sales person had left.

InsideView 218

InsideView Jigsaw Ideal Customer Profile Gatekeeper 218

Mr. Inside Sales

JUNE 19, 2020

I don’t know about you, but all my LinkedIn requests and emails from vendors now begin the same way: “I hope you and your family are staying safe…”. ON DEMAND SALES TRAINING THAT GETS RESULTS! The post New Email Messaging for Covid-19 appeared first on Mr. Inside Sales. Get Access Today.

Face-to-face 158

Face-to-face Gatekeeper Call-back Decision Maker 158

Anthony Iannarino

FEBRUARY 27, 2020

Most days, I am greeted by a LinkedIn message or email spam from a sales trainer, sales consultant, a salesperson who offers lead generation services, or someone who helps people who write books acquire clients. It’s lazy prospecting and the misuse of the sales tools. The electronic gatekeepers are unreasonable.

Sales Tools 93

Sales Tools Tools Prospecting Ideal Customer Profile 93

Zoominfo

AUGUST 26, 2020

At ZoomInfo, we care about the sales numbers, but we know to get there we must: Always. When you rush to close a sale, you don’t have the time to harness key insights about your prospects — leaving you high and dry during your sales calls. These tidbits can be the difference between an average sale and a humongous deal.

Cold Calling 207

Cold Calling How To Exact Campaigns 207

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!

Inside Sales 206

Inside Sales Gatekeeper Decision Maker eBook 206

No More Cold Calling

MARCH 16, 2017

It can take eight to 14 touches to just to reach a prospect who isn’t expecting a call from your sales rep. 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. They’re the reason sales gets a bad name.

Sales Qualified Lead 232

Sales Qualified Lead Cold Calling Lead Rank Lead Scoring 232

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. But first, we’ll dive into the benefits sales prospecting tools have for your organization.

Tools 103

Tools Ideal Customer Profile Prospecting Intent Data 103