INDUSTRY INSIGHTS YOUR PEERS ARE READING
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 MORE
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. MORE
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. MORE
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. MORE
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 A gatekeeper (at the risk of using an outdated term) is the person designated to keep a protective barrier or ‘screen’ around important or ultra-busy people.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. MORE
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.” MORE
What do the best managers do to get their salespeople to pick the right prospects? They become the gatekeeper. No prospect should ever get on a salesperson’s Target list until it has been fully qualified against a set of objective criteria, a target business profile. MORE
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. MORE
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! MORE
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. MORE
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’. MORE
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. MORE
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. MORE
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? MORE
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? MORE
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 MORE
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. MORE
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. MORE
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. Dial a number one or two digits different than your prospect’s number. When the unprepared person answers, ask them to transfer you to your prospect. MORE
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. MORE
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. MORE
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!). MORE
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. MORE
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). MORE
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). MORE
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?” MORE
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. MORE
Today is part 2 of my 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. Rather than asking the gatekeeper for the person you want to speak to, begin the call by asking them the same questions you would ask your prospect. MORE
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. MORE
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 MORE
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. MORE
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 […]. MORE
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. This is why I don’t view them as a gatekeeper but rather as a door opener. Be sure to download my ebook on 50 Prospecting Truths! . MORE
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. MORE
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 MORE
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 […]. MORE
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. MORE
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 MORE
?????????????????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? MORE
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. MORE
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. MORE
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. This is why I don’t view them as a gatekeeper but rather as a door opener. Be sure to download my ebook on 50 Prospecting Truths! .
Mr. Inside Sales
JUNE 9, 2019
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.
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.
Mr. Inside Sales
MARCH 18, 2019
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.
The Pipeline
OCTOBER 16, 2013
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).
Mr. Inside Sales
FEBRUARY 8, 2019
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?”
|
The Sales Hunter
OCTOBER 23, 2015
Today is part 2 of my 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. Rather than asking the gatekeeper for the person you want to speak to, begin the call by asking them the same questions you would ask your prospect.
The Sales Hunter
NOVEMBER 12, 2015
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.
The Sales Hunter
NOVEMBER 17, 2015
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.
The Sales Hunter
OCTOBER 27, 2015
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.
Score More Sales
JUNE 18, 2014
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.
|
Mr. Inside Sales
AUGUST 18, 2017
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!
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. Are You Always Successful at Getting Past the Gatekeeper?
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).
The Sales Hunter
NOVEMBER 19, 2015
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
The Sales Hunter
DECEMBER 13, 2016
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.
Mr. Inside Sales
JANUARY 28, 2019
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!).
The Sales Hunter
OCTOBER 22, 2015
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
The Sales Hunter
OCTOBER 29, 2015
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
The Sales Hunter
OCTOBER 27, 2015
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 […].
MTD Sales Training
MAY 23, 2012
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.
Engage Selling
MAY 24, 2019
?????????????????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?
MTD Sales Training
JULY 30, 2018
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.
Mr. Inside Sales
FEBRUARY 12, 2018
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.
The Sales Hunter
NOVEMBER 6, 2015
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 […].
Hubspot Sales
DECEMBER 22, 2017
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.
The Sales Hunter
NOVEMBER 3, 2015
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.
The Sales Hunter
NOVEMBER 5, 2015
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
No More Cold Calling
MAY 18, 2017
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?
No More Cold Calling
JANUARY 28, 2014
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.
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. 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.”
No More Cold Calling
JUNE 19, 2014
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.
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.
Mr. Inside Sales
OCTOBER 19, 2015
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.
The Pipeline
JANUARY 28, 2016
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’.
Janek Performance Group
MAY 15, 2018
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
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.
Pipeliner
AUGUST 18, 2018
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.
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. Dial a number one or two digits different than your prospect’s number. When the unprepared person answers, ask them to transfer you to your prospect.
The Center for Sales Strategy
AUGUST 14, 2019
What do the best managers do to get their salespeople to pick the right prospects? They become the gatekeeper. No prospect should ever get on a salesperson’s Target list until it has been fully qualified against a set of objective criteria, a target business profile.
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