Always Thank The Gatekeeper

The Pipeline

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).

Learn How to Get the Gatekeeper on Your Side

No More Cold Calling

Getting past the gatekeeper shouldn’t be so daunting. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? The dreaded gatekeeper. The Gatekeeper Is Not the Enemy. Are You Always Successful at Getting Past the Gatekeeper?

Identifying Sales Prospects: Gatekeepers, Influencers, and Decision Makers

Hubspot Sales

In days of old, salespeople could call the C-suite, marketing could email them, and it was much easier to gain access to the decision maker. 1) The Gatekeeper. The gatekeeper is usually an executive assistant or associate to the decision maker.

The B2B Sales Rep’s Guide to Getting Past Gatekeepers


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.

This Is Why Your Lead Generation Process Isn’t Working

No More Cold Calling

In most cases, their lead generation process depends on marketing to round up online leads. Yet, nearly 80 percent say they don’t always get past the gatekeeper. Why can’t they get past the gatekeeper? Breeze Past the Gatekeeper with Referral Sales.

If You’re Building Your B2B Marketing Strategy, Start Here

Sales Hacker

For 13+ years in marketing, I’ve never seen a B2B company who’d say they don’t have a B2B marketing strategy framework or that their marketing strategy is ineffective. What Is A B2B Marketing Strategy? B2b Marketing Strategy Framework. The breadth of the market.

The Proven Process for Developing a Go-to-Market Strategy

Hubspot Sales

When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? Go-to-Market Strategy Template and Examples.

5-Step Plan to Penetrate the Market in 90 Days (In Any Industry)

Sales Hacker

If you only had 90 days to penetrate the market and produce sales, what would you do? While you could come up with a complicated plan that won’t deliver results for half a year or more, you can get better results, faster, by implementing a DRIP Marketing Plan.

Direct Mail & Email Workflow Templates For Ridiculously Effective Marketing Campaigns

Sales Hacker

The following stats, facts, and tips support the wisdom of integrating direct mail into email marketing campaigns, as well as provide some best of breed guidelines for effective ways to accomplish this. Direct mail offers additional real estate in which to deliver your marketing message.

20 Blog Posts to Guide Your Event Marketing Strategy


For today’s blog post, we put together a comprehensive list of the best articles about corporate events and event marketing. We tried to tackle every aspect of event marketing. Keep reading for our favorite event marketing blog posts! The Best Event Marketing at Dreamforce 2017.

Why Cost Efficient May Not Be Cost Effective Marketing

Increase Sales

To accomplish this homestretch run requires getting the word out through cost effective marketing. ” What this individual was hoping is that I would bite on this marketing message because of this phrase “very cost efficient advertising.”

Data-Agnostic? See How Data Quality Affects ROI in This A/B Test

DiscoverOrg Sales

The last thing you want is to spin cycles on bad data until your sales and marketing teams wear out. Many data providers claim to have the “most accurate” or “most actionable” business intelligence on the market. 50% fewer encounters with gatekeepers.

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3 Email Deliverability Mistakes You’re Making Right Now

DiscoverOrg Sales

We guess that if you spend any significant effort on email marketing, then you’ve seen these recent trends in the last 12-18 months: plummeting open rates, dwindling click rates, and skyrocketing bounce rates. One glance at your inbox – personal or work – probably confirms what you secretly don’t want to admit: Email marketing is dead. If that’s the case, then it stands to reason that email marketing is not dead.

Internal and External Content for Sales

Anthony Iannarino

Both of these statements represent part of the same truth, the first a result of gatekeepers controlling what was published, the second caused by the glut of content posted. Now, with no gatekeepers, content proliferates unabated by any external force.

8 Ways to Use BASHO Emails in Cold Email Outreach – With Examples

DiscoverOrg Sales

Hyper-personalized cold emails are a main tenant of account-based sales approach (related to Account-Based Marketing, or ABM.). Like many B2B companies, DiscoverOrg has such a wide addressable market. In this next example, our SDR is targeting Megan – a marketer.

Myth Busters: 3 Sales Intelligence Assumptions Dispelled

DiscoverOrg Sales

Sales and marketing teams that buy into myths about data providers miss out on serious business value. It should reduce time spent prospecting; offer sales development reps (SDRs) an opportunity for smart expansion into new markets; let sales reps identify the 3% of any industry’s target accounts that are active buyers … and a whole lot more. To buyers, these types of interactions may seem serendipitous, but timing sales and marketing interactions requires foresight.

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[Part 3] Execute on Account-based Marketing: Value Selling to Stakeholders at Key Accounts


Account-Based Selling (ABS) is necessary to execute effectively on Account-Based Marketing (ABM). Are they in finance, sales, marketing, product management, manufacturing, service delivery, quality assurance, legal, procurement or product development? Gatekeepers.

Growth Begins with Data—and Your Competitors Already Know It

DiscoverOrg Sales

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. Sales and marketing intelligence providers now offer verified direct-dial phone numbers, email addresses, and detailed org charts that give sales reps the ability to break through barriers and connect directly with buyers.

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Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. A lot of marketing, sales, and recruiting professionals don’t know how much data has changed over the past few years! A marketing coordinator or a CMO?

The Power of Sales Intelligence #1: Data quality and management

DiscoverOrg Sales

Time to plan your next marketing campaign, or start prospecting into your top accounts! You’ve been in sales and marketing long enough to know it’s never quite that easy. Marketing and sales intelligence is different : It’s more than just data. Marketing and sales data is no different; it also needs to be constantly refreshed to be accurate. Are you new to marketing and sales intelligence… or not sure why you should care? A marketing coordinator or a CMO?

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[Part 4] Execute on Account-Based Marketing: Account-Based Value Selling Addresses 5 Sales Challenges


The Question for Marketing. Do B2B sales teams use marketing content? It’s a legitimate question to ask as marketing leadership sets next year’s goals. For many marketing teams, Account-Based Marketing (ABM) is at the top of their priority list.

IT Sales & Marketing Grows More Complex: Only 5% of CIOs Can Authorize IT Investments Alone

The ROI Guy

Surprisingly, CIOs alone have authorized only 5% of IT investments , confirming what many IT sales and marketing professionals already know, that the vast majority of IT purchase approvals involve more stakeholders, as well as significant executive scrutiny. Marketers and sales professionals can help arm the CIO for success, providing content to help them sell to executives and business stakeholders.

Improve Your B2B Sales Process with Company and Contact Data


Bypass gatekeepers. Secretaries, administrative assistants, and phone operators are often referred to as gatekeepers in the world of sales. Of course, it’s not impossible to gain access to top sales prospects by first speaking to a gatekeeper.

Taking ATS to New Levels: A Bullhorn & DiscoverOrg Partnership

DiscoverOrg Sales

What this means for your staffing salespeople is no more dead end phone calls from run-ins with gatekeepers and no more “this number is no longer in service” messages because old contacts have moved on without your knowledge.

How To Prospect On LinkedIn Through Your Connections

MTD Sales Training

If you have a good relationship with your first degree connection you will find it much easier getting them to pass you on to their superiors and setting an appointment with them – you are literally bypassing the gatekeeper and getting right into the heart of the company. . Marketing Manager.

Why Is It So Hard to Ask for a Referral? [February Referral Selling Insights]

No More Cold Calling

Learn How to Get the Gatekeeper on Your Side. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? The dreaded gatekeeper. Read “ Learn How to Get the Gatekeeper on Your Side.”). It’s noisy out there.

Sales Experts Give Tips on Cold Calling Cell Phones


Companies are now using cell phone numbers to skip gatekeepers, and sure enough, we’ve find it a bit easier to get this data with our algorithms. Blog Featured Marketing UncategorizedBy: Ryan O’Hara and Isabel Roche.

How to Identify Prospects: 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. Getting to know the gatekeeper is always the preferable route, as they know the decision maker’s priorities, pain points, and schedule – all information you may need to create a favorable response. The Sales and Marketing Blog from MarketJoy, Inc. Share. Get a Free Quote.

[Missed Connections]: December Referral Selling Insights

No More Cold Calling

Gatekeepers can smell phoniness a mile away. When you receive referral introductions from people your prospects know and trust, their gatekeepers will happily patch you through. Phillip Twyford, director of sales and marketing for Tico Mail Works, elaborates in this guest post.

How to Overcome the “I’m not interested” objection

Mr. Inside Sales

When you are in the market again, could I be one of the vendors/suppliers/sources you go to for a quote?”. Top sales reps—the ones making the most sales and commissions—know how to handle repeatable selling situations.

3 Secrets to Setting Sales Meetings with the C-Suite

Sales and Marketing Management

They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. When you mentioned your company’s expansion into emerging markets, it seems you were very successful in capturing market share in Asia-Pacific. Our own research has shown that the real challenge is often not just capturing market share, but also maintaining it once core competitors 2 and 3 enter the market, which happens 78 percent of the time within 18 months.

Four Proven Responses to: “We’re all set”

Mr. Inside Sales

Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. Response Three: “I understand—I didn’t expect to catch you in the market right now.

How to Cold Call


It’s true that the effectiveness of cold calls is lagging behind other forms of marketing. Many salespeople get stuck on the gatekeeper. But learning how to get past the gatekeeper is easier than you might think. 7 Cold Calling Tips for Sales Success in 2019.

The Top Ten Changes In Sales Over The Past Ten Years

Bernadette McClelland

What has changed though is what we are selling, and how we now go to market. But today, what we are really selling is change and that takes more than us just knowing our product specs, our pricing and our place in the market – the lines have blurred.

Love Them or Lose Them

No More Cold Calling

Lies You Tell Gatekeepers. Gatekeepers can smell phoniness a mile away. When you have a referral, you’ll never have to use duplicitous tactics to bypass the gatekeeper. Read “ Lies You Tell Gatekeepers.”). The first rule in sales? Know your customer.

Overcoming objections in sales: 40+ examples, tactics, and rebuttals

The gatekeeper. Gatekeepers are living, breathing objections and, in many cases, they’re the first roadblock you’ll face. The gatekeeper is a unique objection because they can become one of your most valuable assets. Each market has its own objections.

B2B Sales Emails that Open Conversations with Executives

Sales and Marketing Management

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.

[VIDEO] Whiteboard Wednesday: Increase Retention in Sales – with Data (Steve Waters)

DiscoverOrg Sales

But you’ll have to call through the switchboard, so you’ll get a gatekeeper whose job is to make sure that you’re not going to waste that decision-maker’s time. So you call 1-800 numbers, you call through company directories, you get gatekeepers and switchboards.

Are You Patiently Following Up?

Smooth Sale

Call after 5:00 pm – the time the gatekeepers generally leave for the d ay. Attract the Right Job or Clientele: Patiently following up stirs up emotion in almost everyone. Some of the adjectives include annoyance, fear, and negativity.

How Technology Has Changed Selling: New Tools, Old Rules

Fill the Funnel

The Gatekeeper. Old Rule: Do you remember the dance with the gatekeeper? Successfully navigating through or around the gatekeeper could sometimes takes weeks or even months, and was more of an art than a science. Has technology changed Selling?

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