MTD Sales Training

AUGUST 8, 2023

In a nutshell a sales funnel is a representation of the stages that a prospective new customer needs to progress through in order to become one of your customers. Are they finding it hard to get through the gatekeepers? If you take a prospect down a road that they are uncomfortable with then they will not purchase from you.

Top of Funnel 156

Top of Funnel Funnel Sales Qualified Lead Proposal 156

MTD Sales Training

MAY 2, 2018

The prospect was not in. The prospect said they were not interested and hung up. If this prospecting period sounds remotely familiar, it is because you suffer from a fear of cold calling. The next telephone call is to set that appointment and first you need to get past the gatekeeper 6. What a relief. You make a call.

Cold Calling 156

Cold Calling Top of Funnel Gatekeeper Call-back 156

Hubspot Sales

JULY 22, 2024

I’ve found that cold calling is an excellent way to engage prospects one-on-one and move them to the next step in the buying process. Cold calling is most effective when paired with strategies such as prospecting and sales qualification. Cold Call Script Examples **The prospect's phone rings** Prospect: Hello?

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

SalesFuel

DECEMBER 23, 2024

Often, sellers take a broad catch-all approach when prospecting. Also, be prepared to encounter a gatekeeper. Prepare for these top sales challenges One of the most common challenges that sellers face is being unable to reach decision-makers. Once theyve identified who theyd like to pursue, they must then target decision-makers.

Decision Maker 52

Decision Maker Face-to-face Hiring How To 52

MTD Sales Training

NOVEMBER 3, 2021

On the other hand, some feel strongly that you must make some connection with the prospect before getting into business. Some would really like to know if the prospect is in the right state of mind to listen, or is having such a bad day, that any conversation would be a disaster. Don’t be afraid to let the prospect respond.

Cold Calling 156

Cold Calling Examples Outsourcing Services Face-to-face 156

Act!

NOVEMBER 12, 2024

Social selling is the technique of using social media platforms to find new prospects , engage with them , and close sales. The idea is to build relationships with prospects instead of asking them to purchase right away. Similarly, LinkedIn Sales Navigator is a valuable tool for finding more prospects. Then there’s X.

Social Selling 52

Social Selling Social Media Ideal Customer Profile Channels 52

Hubspot Sales

APRIL 7, 2025

It can be the trial by fire that preps SDRs for a career in the field, the day-to-day responsibility that keeps reps diligent and engaged, and the basis for a ton of sales org's prospecting infrastructures. So, how do those numbers translate to sales orgs' overall prospecting efforts? But where does it stand in 2025?

Cold Calling 64

Cold Calling Hubspot Report Data 64

Hubspot Sales

JANUARY 14, 2025

Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. When it comes to B2B sales, relationships, strategic alignment, and trust determine the success of everything, from initial prospecting to long-term client retention.

Data 111

Data Hubspot Negotiation B2B 111

The Sales Collective

MAY 19, 2025

Skill/knowledge override – Even a textbook “high‑I” influencer fails without prospecting rhythms, negotiation structure, or product mastery. Personality surveys like DISC, Predictive Index, and Culture Index can still help teams communicate—but as hiring gatekeepers in the hiring process they’re blunt instruments at best.

Hiring 104

Hiring Energy Quota Scale 104

Sales Evangelist

JANUARY 6, 2025

By the end of this episode, youll gain clarity on your pipeline and learn to identify which prospects are most likely to deliver the results you need. Gatekeeping: Building the Right Pipeline Your pipeline is only as good as what you let in. This ensures youre targeting the right prospects, saving time, and increasing conversion rates.

Sales Forecasts 40

Sales Forecasts Forecasting Scale Sales Qualified Lead 40

RingDNA

MARCH 31, 2025

Sales Tech Consolidation Strategies The sales tech landscape has become increasingly complex, with many teams using multiple tools for prospecting, engagement, automation, and reporting. “Sales ops teams are becoming the gatekeepers of data strategy,” says Spear. ” 6.

Sales Operations 62

Sales Operations Trends Lead Rank Scale 62

RingDNA

JUNE 10, 2025

Warm leads can be defined as prospects that have previously engaged with your company in a meaningful way. A warm call is best understood in contrast to a cold call , where sales reps call prospects with zero prior interaction leading up to the call. They include individuals from events, your website, and/or social media.

Sales Qualified Lead 62

Sales Qualified Lead Lead Rank Lead Scoring Cold Calling 62

eGrabber

APRIL 9, 2025

Mixing these methods helps you build a clear profile of your prospects and makes your sales outreach more effective. Some common challenges include: Gatekeepers: Receptionists or assistants may block your calls. You also get verified emails of coworkers of your prospects. Try Email-Researcher Today! Try Email-Researcher!

Decision Maker 52

Decision Maker Ideal Customer Profile B2B Account Based Marketing 52

Engage Selling

MARCH 14, 2023

 Do you find yourself constantly getting stuck with gatekeepers? The post Working Around Gatekeepers first appeared on Colleen Francis - The Sales Leader. Here’s why and what’ll help you get directly to your buyer.

Gatekeeper 62

Gatekeeper Buyer Sales Sales Leadership 62

MTD Sales Training

DECEMBER 14, 2021

Many businesses use this method to sell to prospects directly; however, companies can also use telesales to generate leads, set up appointments or perform telemarketing. There are two main types of telesales: Inbound Telesales Inbound telesales involves receiving calls from prospects and selling them a product or service.

Telemarketing 156

Telemarketing Gatekeeper How To Cold Calling 156

MTD Sales Training

OCTOBER 16, 2017

If you still view gatekeepers as annoying, low-level, annoying pawns whose mission in life is to do nothing but waste your time, cost you money and make your life miserable, then I have news for you. What Is A Gatekeeper In Business? Understand that gatekeepers are important and powerful and play a pivotal role in business.

Gatekeeper 156

Gatekeeper Decision Maker How To Cold Calling 156

eGrabber

MAY 29, 2025

Every day you spend researching prospects, cold-calling unresponsive contacts, or chasing recruiting & staffing leads that go nowhere is revenue walking out the door. Step 2: Reach Decision Makers, Not Gatekeepers HR departments are flooded with recruitment agency pitches. Try JobGrabber Today!

Hiring 40

Hiring Decision Maker Cold Calling Gatekeeper 40

eGrabber

MAY 8, 2025

Why Real-Time Email Verification Makes or Breaks Your Campaign Imagine you craft a highly personalized pitch for 1,000 prospects, only to have 15 percent of those emails bounce back. Real-time email verification acts like a gatekeeper, instantly flagging bad addresses so you never add them to your outreach list. The result?

B2B 40

B2B Campaigns Research How To 40

Understanding the Sales Force

MAY 4, 2025

In sales, the play is the salespersons conversation with a prospect, and the debrief is the managers chance to review it. A sales manager needs that same big-picture view: What was the prospects situation? If a salesperson says the prospect wasnt interested, thats like an umpire saying, Hes out. Context matters.

Decision Maker 177

Decision Maker Call-back Gatekeeper Analysis 177

Zoominfo

APRIL 11, 2025

Instead of relying on guesswork or waiting for prospects to express interest, sellers can get ahead of the curve, engaging buyers at the earliest signs of need often before competitors even know theres an opportunity. You need data that can help you discern between gatekeepers and decision-makers.

Lead Generation 130

Lead Generation Lead Rank Lead Scoring Ideal Customer Profile 130

No More Cold Calling

FEBRUARY 15, 2018

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. The goal is reaching the right person, which means getting past the gatekeeper. in my Referral I.Q.

Gatekeeper 303

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 303

No More Cold Calling

DECEMBER 18, 2014

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. Gatekeepers are good at their jobs. Of course you would. Think again.

Gatekeeper 296

Gatekeeper Cold Calling Telemarketing Referrals 296

Sales and Marketing Management

AUGUST 14, 2017

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. Let’s take a step back and more closely consider the term “gatekeeper.” So how can salespeople get past this hurdle with gatekeepers?

Gatekeeper 249

Gatekeeper Buying Cycle Call-back Face-to-face 249

The Sales Hunter

MAY 28, 2019

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. I’ve experienced my share of this too.

Gatekeeper 220

Gatekeeper Decision Maker Call-back Follow-up 220

Zoominfo

MAY 6, 2018

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. Treat gatekeepers with respect. Use the gatekeeper as your resource.

Gatekeeper 203

Gatekeeper B2B Decision Maker Cold Calling 203

The Sales Hunter

AUGUST 20, 2019

You make the call and boom, you’re blocked by the gatekeeper. First off, remember that the gatekeeper is only doing their joy by guarding the gate. Video: How Do I Get Past the Gatekeeper: You handle each one totally different, but it’s determined quickly which category they fall into. We’ve all been there.

Gatekeeper 176

Gatekeeper Decision Maker How To eBook 176

Mr. Inside Sales

MARCH 6, 2021

This may sound elemental, but I rarely hear sales reps use it when speaking with gatekeepers. Try it this week and watch yourself get further with gatekeepers than you ever have. When a gatekeep puts you through, say thank you. And watch how much further you get with gatekeepers! The second word is, “thank you.”.

Gatekeeper 316

Gatekeeper Closing Face-to-face Licensing 316

Mr. Inside Sales

JULY 30, 2021

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? You could do two: one for prospecting and one for the close. Ever feel stalled during a close?

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

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). Back in 2007, it took 3-4 cold call attempts to reach a prospect. Conclusion.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Mr. Inside Sales

MAY 12, 2024

Who do you think knows why your prospect buys? Who do you think knows when your prospect is going to buy? The answer, of course, is your prospect! The problem for many sales reps, is that they prefer to pitch and talk at prospects more than they actually ask questions and listen. Or who they like to buy from?

Prospecting 212

Prospecting Face-to-face Gatekeeper Licensing 212

Mr. Inside Sales

JULY 20, 2021

This powerful CD (or MP3 Download) will instantly improve your ability to: • Get past gatekeepers. Qualify prospects better and learn their buying motives. Click Here to read about the program. Click this special link to make a purchase. Connect with decision makers easier. Give better demos and presentations.

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.

Closing 409

Closing Sales Qualified Lead Lead Scoring Lead Rank 409

Hubspot Sales

OCTOBER 5, 2021

Sales development representatives and gatekeepers. only to get stopped by a gatekeeper. Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to make a sale. How to Get Past the Gatekeeper When Cold Calling.

Gatekeeper 133

Gatekeeper Decision Maker How To Cold Calling 133

Mr. Inside Sales

APRIL 23, 2021

First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward. Here’s one way I have successfully dealt with this and gotten the prospect to reveal what was really holding them back. And then hit MUTE and listen to what your prospect reveals. They like a different solution.

Face-to-face 334

Face-to-face Gatekeeper Licensing Decision Maker 334

Mr. Inside Sales

MARCH 12, 2022

Congrats to those companies & individuals who sent in their prospecting scripts for review. Usually, they asked it this way: Gatekeeper: “Thank you for calling the Johnson company.”. The problem with this is you’re A) Identifying yourself as a sales rep, and B) You’re now inviting the gatekeeper to qualify you out.

Gatekeeper 156

Gatekeeper Prospecting Decision Maker Face-to-face 156

Janek Performance Group

FEBRUARY 16, 2022

Without question, gatekeeper is the most intimidating designation in sales. Often, if the gatekeeper doesn’t like you, you’re not meeting the VIP you need, let alone presenting a pitch. Here are five keys to advance past a gatekeeper: No Funny Business. Remember, to the gatekeeper, you are no better than the mail carrier.

Gatekeeper 116

Gatekeeper Decision Maker Influencer ACT 116

Mr. Inside Sales

AUGUST 7, 2020

This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”. Here’s what I teach: Prospects have all the answers. Take what a prospect gives you.

Prospecting 199

Prospecting Decision Maker Face-to-face Gatekeeper 199