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How Modern Day Gatekeepers Are Ruining Your Sales Figures

MTD Sales Training

To celebrate ‘Learning At Work Week’, here on the MTD Sales Blog we are giving away materials and resources that will help you enhance your sales skills. This week we have launched our new ISM accredited ‘Professional Selling Skills’ award. Happy prospecting! Sean McPheat. Managing Director.

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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. The number of roadblocks seems to grow more each day, and yet the task remains the same — to reach the decision maker. Plan to also join me […].

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2 Great New Year’s Questions for Your Clients

Mr. Inside Sales

As you speak with your clients and prospects this week, realize that they are all feeling the same stress as well. If I get an, “Ah, I don’t know,” then I once again use layering questions like: “Have you heard of my new On Demand Inside Selling Skills Training?” The point is to ask questions and LISTEN to your prospect’s needs.

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Are You Telling the Truth About Asking for Referrals? [Q3 Referral Selling Roundup]

No More Cold Calling

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.

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Are You Asking the Gatekeeper the Right Questions?

The Sales Hunter

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. See Part 1 at this link. Here is #2: 2. Many […].

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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. Few things turn people off faster than answering the […].

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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. Today we’ve reached #9.