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#1 Way Account-Based Sales Reps Resolve the Gatekeeper Problem

No More Cold Calling

Stop trying to get around the gatekeeper. If account-based sales reps want to reach C-suite prospects, the secret is calling at night or on weekends, when their gatekeepers are off duty. This is just the latest stupid advice I’ve read about how to bypass the gatekeeper and get decision-makers on the phone. Seriously?!

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Sales Reps Not Closing Sales? Try This

No More Cold Calling

Are salespeople asking the right questions to identify prospects’ problems and propose thoughtful solutions? Bypass the gatekeeper and score meetings with decision-makers every time. Ask yourself: How are sales reps sourcing leads? How are sales reps qualifying their leads? What is their sales plan for following up?

Closing 409
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Personalization Should Be Synonymous With Prospects

Pipeliner

That way, you can allocate a proper amount of time to prospects who need it and personalize all of your prospecting and proposals accordingly. . Most salespeople are familiar with the term “ gatekeeper ,” and often, this is where the sales process gets stalled. Speaking To People On All Levels Of The Organization.

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Stop “Following Up,” and Start Closing

Mr. Inside Sales

Is it something like: “I’m just calling to follow up on our proposal….”. I know you were meeting with your boss about our proposal, and I know you were recommending this to him. How do you open your 2 nd or 3 rd. call to prospects whom you’ve already pitched? I’m just calling to see what you thought about our bid?”. Who Should Attend?

Follow-up 120
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Do you value your selling time highly enough?

Sales 2.0

People in organizations like me (I’d call me a “gatekeeper” and a “user” in this case) need lots of information to verify and validate their buying decisions. And I didn’t even mention writing proposals. If you’ve read much of my stuff or hung out with me you will know I have several allergies to writing proposals.

Lead Rank 268
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How Getting Referrals Got Me to the Protected C-Suite

No More Cold Calling

When I was certain Bill had received the book, I called his office, knowing I would speak with his executive assistant (or to use the sales term, his “gatekeeper”). We have a proposal on the table for a new, budgeted business initiative. But gatekeepers can smell phoniness a mile away. But gatekeepers are good at their job.

Referrals 120
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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. Preparing Quotes and Proposals. Just getting them together to understand the requirement was a daunting task.

Tools 129