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.

Gatekeeper 271

Gatekeeper Decision Maker Account Course 271

Mr. Inside Sales

MAY 11, 2023

While managers want you to jump on the next call, go from a negative experience and be positive again and “smile and dial,” you know how hard that is. Here’s the solution: Rather than try to go from negative to positive (very hard to do), it’s better to go from negative to neutral first and then on to positive. Maybe use, “Oh?”

Face-to-face 250

Face-to-face Call-back Gatekeeper Decision Maker 250

Zoominfo

FEBRUARY 17, 2021

Be upfront and transparent with your prospects. Consider these following tips to get more success in your cold calls — before, during, and afterward: Do: Research your prospect (Who are they? Anticipate gatekeepers (the jaded call operators). Chat for as long as it’s comfortable, then position:]. Reason for Calling.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Mr. Inside Sales

OCTOBER 21, 2022

My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy. Every time you smile, you signal to the rest of your body how positive you’re going to be. Again, silly, right?

Face-to-face 271

Face-to-face Gatekeeper Decision Maker Licensing 271

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. But what is B2B prospecting? What is B2B prospecting? B2B Prospecting Methods. Learn how to communicate with gatekeepers. What is B2B prospecting? Research, research, and research some more.

Ideal Customer Profile 95

Ideal Customer Profile B2B Prospecting Gatekeeper 95

Pipeliner

SEPTEMBER 20, 2021

If salespeople want to maximize their profits and make the most out of their time, they need to learn how to personalize their prospects while conserving time. While this might seem contradictory, it can be done with good prospecting software and a detailed prospecting plan. . The Importance of Continually Prospecting.

Prospecting 98

Prospecting Gatekeeper Decision Maker Outbound 98

Mr. Inside Sales

FEBRUARY 21, 2020

How good are you at requalify existing accounts, or prospects you haven’t spoken with in a while? And that means that just because a prospect or client was in charge of a certain function last month or 6 months ago, it doesn’t mean they are in charge of it today. And why would you even want to do this? Upcoming Schedule.

Prospecting 158

Prospecting Sales Qualified Lead Face-to-face Decision Maker 158

Mr. Inside Sales

FEBRUARY 12, 2021

Many sales reps struggle when following up on emails they’ve sent out to prospects (or even clients!). When they get the prospect on the phone, they open with: “Did you get the email I sent?”. Try this: When you get your prospect back on the phone, say: “Nice to speak with you again. Did you have a chance to review my email?”.

Follow-up 228

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

Mr. Inside Sales

JULY 5, 2022

Book #1: Beyond Positive Thinking: A No Nonsense Formula for Getting What You Want, by Dr. Robert Anthony. This book, Beyond Positive Thinking , is a complete rewrite of my all-time favorite motivational book of his: The Advanced Formula for Total Success. If you haven’t read them yet—or in a while—then I encourage you to pick one up!

Face-to-face 156

Face-to-face Gatekeeper Decision Maker Licensing 156

Mr. Inside Sales

OCTOBER 28, 2022

I was listening to a training call the last week, and the prospect told the rep that his price was quite high for a certain item. The rep then asked for the part number and told this prospect that he would “see what I can do.”. If you’re ever faced with this situation, here is what to say: Prospect: “Your price on these is too high.”.

Objections 156

Objections Face-to-face Gatekeeper Decision Maker 156

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. Insinuate a false deadline. (“Bob

Gatekeeper 53

Gatekeeper Decision Maker ACT Influencer 53

MTD Sales Training

OCTOBER 5, 2018

Have you ever had that feeling when you’re talking to a prospect that the person isn’t who they say they are? This enables the person you are talking to cover the procedures they use, rather than trying to bolster their own position. You may not want to discuss any negotiating positions with this person at present.

Decision Maker 242

Decision Maker Gatekeeper Face-to-face Influencer 242

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. What Is a Sales Prospecting Tool? The Benefits of Sales Prospecting Tools.

Tools 110

Tools Ideal Customer Profile Prospecting Intent Data 110

Sales Readiness Group

JANUARY 21, 2021

The usual protections provided by gatekeepers are still there—but now it’s compounded by extra physical distance and other distractions. It’s harder than ever to reach senior executives. In this environment, sales reps need to ensure they are perceived as being relevant and bringing fresh insights to the valuable meeting once they get it.

Meeting 71

Meeting Positioning Gatekeeper Objections 71

MTD Sales Training

JANUARY 5, 2012

As a result, there are tons of training and tips on how to handle such obstacles as well as many alterative prospecting avenues. When the prospect picks up the telephone, you are instantly in their living room, their office or perhaps their bedroom! How’d you get my number/information/pass gatekeeper?”. Is this a sales call?”.

Cold Calling 276

Cold Calling Prospecting Gatekeeper Face-to-face 276

Mr. Inside Sales

JUNE 7, 2021

Here’s why: By knowing the buying motives before your pitch, you’ll be in a much better position to “speak to those buying motives” during your presentation. Near the end of your presentation—right before discussing pricing—you’ll be able to use a trial close to see if your prospect is bought in.

Face-to-face 186

Face-to-face Gatekeeper Decision Maker Licensing 186

Zoominfo

FEBRUARY 17, 2021

Reason for Calling Be upfront and transparent with your prospects. Consider these following tips to get more success in your cold calls — before, during, and afterward: Do: Research your prospect (Who are they? Anticipate gatekeepers (the jaded call operators). How does your product or service fit into their operation?)

Cold Calling 100

Cold Calling Guidelines Prospecting Face-to-face 100

No More Cold Calling

OCTOBER 1, 2020

It takes roughly eight touches for sales reps to reach cold prospects. The #1 challenge salespeople face is reaching decision-makers quickly, but getting prospects to call you back is deceptively simple with a referral program. Yes, your most predictable and measurable prospecting tool is your very own sales team, asking for referrals.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Mr. Inside Sales

JUNE 8, 2023

Thanks to everyone for the positive feedback on my new upcoming book: The Owner’s Manual to Life: In case you missed that day in school when they handed it out. When I started my business many years ago, it was sometimes a grind to have to prospect to find new clients. to “How can I be of service?”.

Face-to-face 208

Face-to-face Gatekeeper Decision Maker Licensing 208

Mr. Inside Sales

AUGUST 14, 2020

I realized that as a sales professional, I was in a unique position to help a lot of people. As a sales professional, I could fulfill an essential position in the business world and help companies and people grow and get the things they needed to excel and lead better lives. And that’s when I reframed what I was doing.

Face-to-face 295

Face-to-face Call-back Gatekeeper Decision Maker 295

Mr. Inside Sales

JULY 17, 2020

You pitch, you wait, then you get the email that says: “We’re not in the position to do this at this time…”. Instead, be understanding, be professional, and give your prospect options…. We’re going to pass on this right now…”. What do you do? First of all, realize that you can’t win them all—at least not now.

Face-to-face 187

Face-to-face Gatekeeper Call-back Decision Maker 187

Hubspot Sales

APRIL 2, 2021

These evaluators can be at any level and position within an organization, from team managers to CTOs. People in these different positions have varied interests, goals, and overall desires towards the products and services they use to meet their business needs. The Gatekeeper. Enter gatekeeper marketing.

Decision Maker 115

Decision Maker Influencer Gatekeeper How To 115

Zoominfo

SEPTEMBER 29, 2019

To add insult to injury, executive-level assistants are trained to be gatekeepers. Stay relevant to what your prospects do, need, and hope to achieve. Position your product or service as an urgent need or else your prospect will continue to put off buying. A – Always align. P – Raise Priorities.

B2B 190

B2B Gatekeeper InsideView Up-Sell 190

MTD Sales Training

SEPTEMBER 26, 2018

The very thought of picking up the phone or writing an email to a prospect who has never heard of you or knows little about your products can be so daunting to a sales professional that they spend hours doing other things so that the inevitable rejection doesn’t have to be faced. 2) Do your prospecting professionally.

Cold Calling 215

Cold Calling Decision Maker Gatekeeper GoldMine 215

Zoominfo

AUGUST 5, 2020

If so, you know how tough it can be to connect with busy executives, To add insult to injury, executive-level assistants are trained to be gatekeepers. Stay relevant to what your prospects do, need, and hope to achieve. Position your product or service as an urgent need or else your prospect will continue to put off buying.

B2B 162

B2B Gatekeeper InsideView Face-to-face 162

Mr. Inside Sales

AUGUST 1, 2020

Getting positive and staying optimistic takes constant feeding, constant reinforcement. Whenever a negative thought concerning your personal power comes to mind, deliberately voice a positive thought to cancel it out.” How often do you feed yourself empowering statements? George Elliot. “We We see things as we are, not as they are.”

Face-to-face 157

Face-to-face Gatekeeper Decision Maker Licensing 157

Mr. Inside Sales

NOVEMBER 27, 2020

Dr. Robert Anthony updated this book a few years ago and called it: “ Beyond Positive Thin king.” It is out of print, but you can get used copies on Amazon.com for as little as ten dollars. Believe, me, it’ll be the best money you’ll spend this year.

Motivation 180

Motivation Face-to-face Gatekeeper Decision Maker 180

Hubspot Sales

JULY 23, 2018

LinkedIn Prospecting Tips. Reach Out to Prospects in New Roles. See Who’s Commented On Your Prospects’ Posts. They keep their profiles in tip-top shape, look up their prospects' profiles before calling or emailing, and keep close tabs on what potential customers post in groups. How to Use LinkedIn for Sales Prospecting.

LinkedIn 145

LinkedIn Prospecting Hiring Ideal Customer Profile 145

Zoominfo

APRIL 19, 2018

To add insult to injury, executive-level assistants are trained to be gatekeepers. Keep reading if you’re ready to bypass gatekeepers and set more meetings with the C-Level. Stay relevant to what your prospects do, need, and hope to achieve. Every step of the buying process should be easy. A – Always align.

B2B 165

B2B Meeting Gatekeeper InsideView 165

Mr. Inside Sales

FEBRUARY 7, 2020

How early in life do you know you were meant to be a leader, and how do you position yourself, throughout your career, to express and expand on this calling? or if you’re a rep who aspires to be in a leadership position, then I highly recommend picking this wonderful book and learning from the lives of these truly special leaders.

Face-to-face 159

Face-to-face Gatekeeper Inside Sales Decision Maker 159

Mr. Inside Sales

JUNE 19, 2020

What’s important now is to get a jump on your competition and position yourself to emerge from the quarantine better than you went into it. Dear {first name}, If you’re like most of our clients, you are finally getting back to work—and that’s a good thing! And that’s where we can help you….

Face-to-face 158

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

Zoominfo

AUGUST 26, 2020

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. Prospects expect you to know about their business, accurate sales intelligence, combined with a tailored pitch, increases the chance of a successful customer relationship.

Cold Calling 207

Cold Calling How To Exact Campaigns 207

Mr. Inside Sales

MAY 1, 2020

3) If you’re in outside sales and now have to do sales from inside, then you’d better learn how to prospect and close sales by phone. 4) Develop other ways of reaching prospects and clients. 5) Feed your subconscious using positive affirmation recordings. One day, you can do it from Hawaii! (Or See it here. Through mail!

Strategy 159

Strategy Face-to-face Call-back Cold Calling 159

Mr. Inside Sales

JULY 11, 2020

If your prospect says yes, then there’s an opportunity here and you’ve uncovered it. There are, however, ways to position yourself to earn some of the business either now, or to be the preferred vendor they reach out to when they consider making a change. “Could I at least do a no cost/no obligation comparison quote for you?”.

Comparison 180

Comparison Face-to-face How To Objections 180

Mr. Inside Sales

MARCH 16, 2020

Anyway, how do you handle this objection when you’re prospecting? Second: It’s important to stress to prospects and clients that what we’re going through now is temporary. In other words, what they do now will either position them to be ahead of or behind the other companies in their market space. This will pass.

Objections 169

Objections Face-to-face Inside Sales Gatekeeper 169

Gong.io

SEPTEMBER 19, 2022

Qualifying prospects is a critical step in the sales process. How do you determine if a prospect is a good fit for your products or services? It helps sales teams qualify prospects and determine if they have a high chance of converting. BANT is an acronym for: Budget: What is the prospect’s budget? .

Sales Qualified Lead 62

Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

Mr. Inside Sales

OCTOBER 25, 2019

call to prospects whom you’ve already pitched? Why not lead your prospect into the sale by referring back to the benefits he or she is going to get by working with you? Try this: “{Prospect}, great speaking with you again. Prospect}, I’ve been excited to get back to you today. How do you open your 2 nd or 3 rd.

Follow-up 120

Follow-up Closing Face-to-face Call-back 120