Gatekeeper Best Practices

Mr. Inside Sales

Last week I was contacted by the American Association of Inside Sales Professionals and asked if I would share my best practices for dealing with the gatekeeper. Do pass this on to others in your company who also may have problems navigating past the gatekeeper.

Gatekeepers : Six Things NOT to Do

Mr. Inside Sales

If you’re getting screened out by gatekeepers , then chances are you’re probably causing that screening. First, not all gatekeepers are the same. About 30% of the gatekeepers you get are closer to being assistants, or office managers, or influencers. 3: Pitching the gatekeeper.

How to Successfully Deal with the Gatekeeper

Mr. Inside Sales

Many sales reps don’t know how to deal successfully with the gatekeeper. The post How to Successfully Deal with the Gatekeeper appeared first on Mr. Inside Sales. If things like: “Will he know what this call is regarding?”

How Do I Get Past the Gatekeeper?

The Sales Hunter

If there is one type of person every salesperson has more than a few pain-filled stories about, it is the gatekeeper. You don’t have to think that the gatekeeper is the person waking up in the morning with the sole intent to keep you out. Let’s first look at who is the gatekeeper.

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).

10 Ways to Get Past Gatekeepers When Prospecting on the Phone

The Sales Hunter

Rather than asking the gatekeeper for the […]. Blog Prospecting gatekeeper prospect prospecting sales prospectingCall and ask for the Sales Department. Talking with salespeople can be an excellent approach.

Dealing Successfully With Gatekeepers

Mr. Inside Sales

Every month, I get emails from my readers asking me how to deal with gatekeepers. They tell me the most frustrating part of prospecting is actually getting through to the decision maker. Don’t pitch the gatekeeper!

Does Your Personality Come Through with the Gatekeeper?

The Sales Hunter

I’ve been digging deeper into 10 Ways to Get Past Gatekeepers When Prospecting on the Phone, and I’ve reached #8: Let your personality come through and allow the gatekeeper to see you as a normal person who is merely doing their job, just like them.

Getting Past the Gatekeeper: Call a Different Division

The Sales Hunter

If you’ve been following for the past few weeks, I’ve been digging into 10 Ways to Get Past the Gatekeeper When Prospecting on the Phone.

Avoid these 3 Mistakes when Dealing with the Gatekeeper

Mr. Inside Sales

Are you still getting screened out by the gatekeeper ? So, let’s dive in: 1) When the gatekeeper asks who is calling, don’t just give your name, and especially don’t just give your first name (hoping that the gatekeeper will think the decision maker knows you!).

Call Before 8 AM or After 5 PM to Get Past a Gatekeeper

The Sales Hunter

I’ve been exploring 10 Ways to Get Past Gatekeepers When Prospecting on the Phone, and today we are at number 3: Call back before 8 AM or after 5 PM. Most gatekeepers work traditional hours, so calling either before 8 or after 5 may allow somebody else to answer the phone.

Embrace The Gatekeeper

Score More Sales

For years I have worked with sales professionals who strive to get around the Gatekeeper – that person at your prospective customer’s company who guards their executive from unnecessary time with all sorts of things but most notably from salespeople.

To Get Past More Gatekeepers, Just Get In The Gate

MTD Sales Training

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).

Cold Calling: Stop Pitching the Gatekeeper

Mr. Inside Sales

He told me that some of them are struggling to get through to decision makers, and he thought it was because they were “pitching the gatekeeper.” Let’s recap the role of the receptionist/gatekeeper: The receptionist’s job is to answer calls and route them to the right person.

10 Ways to Get Past the Gatekeeper When Prospecting

The Sales Hunter

One of the toughest prospecting challenges is simply getting connected to the right person. There are 10 ways to get past the gatekeeper that I highly recommend. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospectingThe number of roadblocks seems to grow more each day, and yet the task remains the same — to reach the decision maker.

Don’t Allow One Rejection by a Gatekeeper Stop You from Calling Again

The Sales Hunter

In my exploration of 10 Ways to Get Past the Gatekeeper When Prospecting on the Phone, I’ve reached #10: Don’t allow one rejection by a gatekeeper stop you from calling again. Blog Breakthrough Sales University Professional Selling Skills Prospecting breakthrough sales university gatekeeper prospect prospecting sales prospecting

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?

Getting Past Gatekeepers: Call and Ask for the Sales Department

The Sales Hunter

I am starting a new blog series to dig into the 10 ways to get past gatekeepers when calling on the phone. Blog Cold-Calling Professional Selling Skills Prospecting prospect prospecting sales department sales prospecting

We Create Our Own Gatekeepers | Sales Strategies

Engage Selling

?????????????????It’s important to remember that we create the gatekeepers—they’re all in our own mind. If we create them, we can get rid of them. What Do I Mean by That?

Hard-To-Reach Prospect? Call During Holiday Weeks

The Sales Hunter

I’ve been looking closely at 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. Blog Breakthrough Sales University Professional Selling Skills Prospecting breakthrough sales university gatekeeper gatekeepers prospect prospecting sales prospecting

10 Ways to Prospect Effectively with Senior Level People

The Sales Hunter

Don’t ignore the gatekeeper. Ask the gatekeeper the same questions you would the senior person you’re trying to reach. Many times the gatekeeper is the one who in the end will determine whether you merit time on […].

Gain More Repeat Business, Using The Gatekeeper to Get More Information, Tom Peters On Branding

MTD Sales Training

Episode 19 Gain More Repeat Business, Using The Gatekeeper to Get More Information, Tom Peters On Branding. How to use the gatekeeper to get more information. How to use the gatekeeper to get more information.

One Great Tip For Getting Past A Tough Gatekeeper Screen

MTD Sales Training

If you are going to be successful in business-to-business sales, you must first learn to recognise a clever and sophisticated gatekeeper screen. The gatekeeper’s job is to block unwanted or unnecessary calls from reaching the decision maker (DM). Gatekeepers train to recognize all kinds of sales people, from the undertrained, smile and dial telemarketer to the high-level stockbroker. Then, after speaking to hundreds of prospects, you know exactly what you are going to say.

Why Calling Prospects at Lunch Just Might Work!

The Sales Hunter

If you’ve been following along the past few weeks, I’ve been digging into the 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. Everyone takes breaks, and many times the person who relieves the gatekeeper for lunch and/or […].

Prospecting: Why You Should Call the Wrong Number Sometimes

The Sales Hunter

I’ve been looking at 10 Ways to Get Past Gatekeepers When Prospecting on the Phone, and today we come to number 5, which may surprise a few people: Call one or two digits off from the phone number you’ve been calling.

Stop Pitching the Gatekeeper – and What to Do Instead

Mr. Inside Sales

One of the biggest mistakes many inside sales reps make is pitching the gatekeeper. To start with, the gatekeeper is just that – someone whose job it is to screen salespeople from getting through to the decision maker. Again, they are gatekeepers – not decision makers.

Want to Reach a Prospect? Call Accounts Receivables.

The Sales Hunter

I know this next tip may seem odd in my 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. Blog Breakthrough Sales University Professional Selling Skills Prospecting breakthrough sales university gatekeepers prospect prospecting sales prospecting

Handling the Gatekeeper and Engaging Executives

Sales and Marketing Management

My definition of prospecting is trying to take prospects from latent to active need. Another way to phrase that is to say that: Prospecting is looking for people that aren’t looking. Executives are more likely to have admins (often referred to as gatekeepers) that invariably will ask a question that sends shivers down many sellers’ spines: “Who is this and what is it regarding?”. Let’s take a step back and more closely consider the term “gatekeeper.”

The Lies You Tell Gatekeepers

No More Cold Calling

Joan and other gatekeepers can smell phoniness a mile away. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? The gatekeeper has left the building. Trust me, they’re on to you.

#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. Trying to get past the gatekeeper is a waste of time. Want to land and expand?

Get the Gatekeeper on Your Side

No More Cold Calling

The gatekeepers are onto your tricks. Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers. But gatekeepers are good at their job. Gatekeepers can smell phoniness a mile away.

Identifying Sales Prospects: Gatekeepers, Influencers, and Decision Makers

Hubspot Sales

Today’s salespeople need to know more about their prospects before conducting outreach. Here are a few ways to determine which type of prospect you're speaking with. How to Identify Sales Prospects. 1) The Gatekeeper. The self-proclaimed decision maker is a toxic prospect.

4 Ways to Get Past the Gatekeeper (No Tricks Required)

No More Cold Calling

When you have a referral introduction, there’s no need to dupe the gatekeeper. It’s tiresome reading about how to get past the gatekeeper. These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, and a waste of sales time.

2 Serious Mistakes To Avoid In Prospecting

The Pipeline

Most see selling and prospecting as two different things, as evidenced by the fact that while apply themselves to the former, but save their real creativity to avoiding the latter. Thing 1 – “Gatekeeper”. No one knows those players better than what many mistakenly call the ‘Gatekeeper’.

Getting Past the Gatekeeper: An Advanced Study

Janek Performance Group

One of our earliest blogs looked at dealing with gatekeepers, and there have been requests for more details and tips for how to handle the barrier to decision-makers, so we thought now would be the perfect time to revisit the topic. Sales Prospecting Sales Enablement

Three Ways to Get a Prospect to Respond

Mr. Inside Sales

The answer is simple: Prospects now have more ways of identifying sales reps they don’t want to speak with, and now have more ways of evading them. It’s the same for your prospects. Speaking about prospects hiding behind emails, etc.,

The B2B Sales Rep’s Guide to Getting Past Gatekeepers

Zoominfo

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.

One Powerful Way to Learn More About a Prospect

Mr. Inside Sales

Whether it’s nervousness, fear, inexperience, or just the conviction that if they stop talking the prospect will say “Not interested” and hang up, it doesn’t matter. They talk over their prospects. They talk after they ask a question (and don’t even let their prospect answer).

The Gatekeeper in Sales Still Holds the Key

Pipeliner

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. Common titles or job descriptions for traditional gatekeepers might include executive assistants, departmental administration or even the multitasking receptionist.

Current Prospecting Tips that Work

Mr. Inside Sales

Do you hate prospecting by phone? First you have to deal with gatekeepers, receptionists, office managers, etc. Imagine if I told you many of the ways you’re approaching your prospects are actually causing the objections you’re getting? Proven ways to deal with gatekeepers?