The Best Sales Role-Play Scenarios to Prepare Your Team for the Win

LevelEleven

A skilled salesperson should be able to respond with some information about pricing, perhaps the structure but not actual prices, and then pivot into discovery to learn more about the prospect’s situation so that a more accurate and detailed price can be delivered… later. The Gatekeeper.

The Top Ten Changes In Sales Over The Past Ten Years

Bernadette McClelland

Today the business manager and the purchasing manager’s roles have been elevated and are considered pivotal senior management roles. Besides many today have their own gatekeepers.

Is Your Compensation Plan Evolving with the Company?

Sales Benchmark Index

One of the core strengths of any small business is its ability to adapt and pivot with the market. Same Old Quota: Back in the day, just getting past the gatekeeper and into the corporate office required a lot of legwork. This post is for Small Company CSOs and VPs of Sales.

Selling to startups: What you need to do to get the most our of your startup customers

Close.io

This means less dealing with gatekeepers and more time spent talking to the decision makers who actually matter. Churn at a much higher rate: Not just from going out of business, but because they might make a hard pivot and not need your product anymore.

6 Rookie Sales Call Mistakes That Make Prospects Hang Up ASAP

Hubspot Sales

Asking for gatekeepers’ assistance up front can prevent a hang-up later. For example, if you’re going into a call hoping to identify the decision maker but the contact brushes you off with a quick “I don’t have time,” pivot your ask in the following manner: “Ah, it’s a bad time, okay.

Solution selling for the modern sales team

PandaDoc

In addition, advocates of newer sales philosophies challenge that the buying process has become more complex, adding more decision makers, new gatekeepers and a longer sales process , thus reducing the effectiveness of a solution seller.

19 strategies, tactics, and tips on how to launch a product in 2019

Close.io

But today, there are so many channels where you don’t have to rely on a gatekeeper. Finally, talk to everyone and plan your pivot. As a founder, there’s nothing more exciting (and stressful) than launching a product.

19 strategies, tactics, and tips on how to launch a product in 2019

Close.io

But today, there are so many channels where you don’t have to rely on a gatekeeper. Finally, talk to everyone and plan your pivot. As a founder, there’s nothing more exciting (and stressful) than launching a product.