No More Cold Calling

JANUARY 28, 2014

Joan and other gatekeepers can smell phoniness a mile away. The gatekeeper has left the building. When you have a referral, you’ll never have to use duplicitous tactics to bypass the gatekeeper. And their gatekeepers—those invaluable people who enable execs to do their jobs—will be happy to patch you through.

Gatekeeper 227

Gatekeeper Referrals Cold Calling Small Business 227

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.

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303

Zoominfo

MARCH 26, 2019

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. How To Get Past The Gatekeeper 1. Keep reading!

Gatekeeper 100

Gatekeeper B2B Decision Maker Cold Calling 100

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). This usually refers to sales people making cold or warm calls. Be the Opposite.

Gatekeeper 260

Gatekeeper Decision Maker Telemarketing Negotiation 260

No More Cold Calling

AUGUST 9, 2018

Referred salespeople receive introductions to people they want to meet, and they get meetings in one call ! Yet, nearly 80 percent say they don’t always get past the gatekeeper. Why can’t they get past the gatekeeper? Breeze Past the Gatekeeper with Referral Sales. Reps view gatekeepers like trolls guarding the bridge.

Lead Generation 197

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 197

No More Cold Calling

APRIL 15, 2021

They don’t have to worry about getting past gatekeepers or heading off the competition, because they have the best possible competitive advantage—a relationship built on trust. Referred reps don’t have to worry about lead-gen. Referred reps are privy to important timelines and budget concerns. Can I Trust You?

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

MAY 25, 2023

They don’t have to worry about getting past gatekeepers or heading off the competition, because they have the best possible competitive advantage—a relationship built on trust. Referred reps get every meeting in one call, because their calls are expected and welcome. Referred reps are privy to important timelines and budget concerns.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

Zoominfo

MAY 8, 2019

So, when we say company and contact data , we’re referring to information regarding your target contacts and accounts including contact information, firmographic data, technographic data, demographic data, and more. Bypass gatekeepers. Spend less time searching and more time selling.

Data 193

Data Sales Process B2B Company 193

Mr. Inside Sales

OCTOBER 11, 2021

And that means my clients continue to do business with me and refer new business to me as well. _, if there was a better product or company for you to do business with, I’d be there selling it. “And after all that, I chose (your company) because they give my clients the best overall value and the best experience. But there isn’t.

Objections 285

Objections Face-to-face Gatekeeper Licensing 285

No More Cold Calling

FEBRUARY 24, 2021

But they’ll always speak with a person who’s been referred by a trusted colleague. Seller access is a newly popular term for an old problem—the struggle to bypass gatekeepers and get meetings with high-level decision makers. Not a cold calling stranger or someone pitching them on LinkedIn. Image attribution: August de Richelieu ).

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Zoominfo

AUGUST 5, 2020

If so, you know how tough it can be to connect with busy executives, To add insult to injury, executive-level assistants are trained to be gatekeepers. The C-suite typically refers to the executive- level managers within a company. Have you ever tried to set up a meeting with a senior-level contact? Who Is The C-Suite?

B2B 162

B2B Gatekeeper InsideView Face-to-face 162

Smooth Sale

FEBRUARY 27, 2024

Applicant Tracking System (ATS) An Applicant Tracking System is the first gatekeeper you will likely encounter on the job hunt. This term refers to when a recruiter or hiring manager stops responding to your emails, calls, or other communications without any explanation, even after initial interactions or interviews.

Hiring 119

Hiring Lead Rank Lead Scoring Networking 119

Zoominfo

SEPTEMBER 29, 2019

To add insult to injury, executive-level assistants are trained to be gatekeepers. Work with a B2B data provider like ZoomInfo to access the contact information you need to bypass gatekeepers, increase connect rates, and close more deals. To gain access to the C-suite, sometimes you need to pay to play. Leverage trigger events.

B2B 190

B2B Gatekeeper InsideView Up-Sell 190

No More Cold Calling

JULY 20, 2017

Customers buy because they like and trust your account based selling team—or because someone they like and trust has referred your team. You can reference trigger events (Boy, am I tired of that phrase!) and try every ploy to get around the gatekeeper. Prospects expect to hear from your team when they’re referred.

Account 285

Account Referrals Lead Generation Cold Calling 285

No More Cold Calling

FEBRUARY 18, 2016

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”). But she was happy to take my call because I had been referred. He said it was up to me, as he always learns from anyone Larry refers. Jeanne knew exactly who I was.

Referrals 120

Referrals Gatekeeper Cold Calling Lead Generation 120

Mr. Inside Sales

JANUARY 29, 2021

You see, the word “can” simply refers to the having the ability to do something. Considering these things, they generally tell me they can’t…. But the real answer is: they CAN run a marathon if they choose to. You can too. And you have the ability to run a marathon—if you choose to.

Face-to-face 187

Face-to-face Gatekeeper Licensing Decision Maker 187

Zoominfo

APRIL 19, 2018

To add insult to injury, executive-level assistants are trained to be gatekeepers. Keep reading if you’re ready to bypass gatekeepers and set more meetings with the C-Level. Work with a B2B data provider like ZoomInfo to access the contact information you need to bypass gatekeepers, increase connect rates, and close more deals.

B2B 165

B2B Meeting Gatekeeper InsideView 165

Hubspot Sales

OCTOBER 26, 2022

Learn how to communicate with gatekeepers. Understanding how to reference a cold call script without reciting it. If your org leverages a CRM, make sure you actively contribute the data you accrue from your interactions and reference the existing insight it produces. Learn how to communicate with gatekeepers.

Ideal Customer Profile 87

Ideal Customer Profile B2B Prospecting Gatekeeper 87

No More Cold Calling

JANUARY 24, 2019

The key to qualified lead generation is being a welcome call, and for busy executives and their gatekeepers , cold calls are definitely not welcome. Referred reps have already earned trust and credibility before they even place the first call to their prospects, because they’ve been referred by people those prospects know and trust.

Cold Calling 269

Cold Calling Sales Qualified Lead Referrals Lead Generation 269

No More Cold Calling

JUNE 7, 2018

They don’t have to worry about getting past gatekeepers or heading off the competition, because they have the best possible competitive advantage—a relationship built on trust. Referred reps get every meeting in one call, because their calls are expected and welcome. Referred reps are privy to important timelines and budget concerns.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

Hubspot Sales

APRIL 2, 2021

The Gatekeeper. The gatekeeper is usually an executive assistant or associate of the decision-maker. In some instances, it is beneficial to work with the gatekeeper to build trust with them and have them vouch for you with the decision-maker. Enter gatekeeper marketing. Build trust with gatekeepers.

Decision Maker 110

Decision Maker Influencer Gatekeeper How To 110

Zoominfo

AUGUST 5, 2020

If so, you know how tough it can be to connect with busy executives, To add insult to injury, executive-level assistants are trained to be gatekeepers. The C-suite typically refers to the executive-level managers within a company. Have you ever tried to set up a meeting with a senior-level contact? Who Is The C-Suite?

B2B 100

B2B Gatekeeper InsideView Face-to-face 100

No More Cold Calling

JULY 26, 2018

As a result, they breeze right past the gatekeeper. That’s why they close business with more than 50 percent of their referred prospects (most salespeople tell me it’s more like 70 to 90 percent). Get more details on OMG’s research in this post: “ Data Reveals the Biggest Obstacle to Closing Sales.”. The Golden Ticket to the C-Suite.

Pipeline 184

Pipeline Decision Maker Closing Referrals 184

Mr. Inside Sales

AUGUST 16, 2019

And it starts when prospects begin asking for a lower price or a “deal,” or for a reference before committing, or for a free trial to demo services or products. Example Three: Prospect: “I need a reference.”. So let me ask you this: What price point are you ready to commit to if the reference works out? This is negotiation.

Negotiation 137

Negotiation Closing Face-to-face How To 137

No More Cold Calling

FEBRUARY 20, 2014

As salespeople, it’s our job to ensure customers get the correct solutions for their business challenges—so that they keep buying from us and referring us to other great clients. Lies You Tell Gatekeepers. Gatekeepers can smell phoniness a mile away. Read “ Lies You Tell Gatekeepers.”). No lies necessary.

Gatekeeper 218

Gatekeeper Referrals Cold Calling Hiring 218

Anthony Iannarino

APRIL 2, 2019

Both of these statements represent part of the same truth, the first a result of gatekeepers controlling what was published, the second caused by the glut of content posted. When it was difficult and expensive to get attention, gatekeepers discriminated against what they considered weak material.

Gatekeeper 88

Gatekeeper Face-to-face Lead Rank Lead Scoring 88

Zoominfo

MAY 21, 2020

If you don’t have their direct-dial phone number , you could plan to spend a lot of time negotiating with admins and other gatekeepers, or pressing buttons to navigate the phone tree. This is also referred to as the “three-by-three” and done in a shorter period of time. Refer to Events and Common Interests for Context.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

The Pipeline

JULY 20, 2015

So here we go: Gatekeeper – Talk about starting off on the wrong foot. Sadly, many of the people that sellers refer to as gatekeepers, can actually be helpful in moving your agenda forward. Right out of the gate, us vs. them.

Gatekeeper 120

Gatekeeper Decision Maker Up-Sell Objections 120

Smooth Sale

FEBRUARY 29, 2024

But most are unaware that ‘gatekeepers’ reside within our mindset, preventing us from achieving business growth and our desires. Fedica Realize your followers’ interests to create tailored content to encourage a returning and referring clientele.

Hiring 106

Hiring Gatekeeper Media Channels 106

MTD Sales Training

AUGUST 28, 2013

’ That is like honey dripping from their tongue and you should grab that opportunity to ask about the person they are referring to you and make anote of their contact details. Imagine you call the referral and their secretary or gatekeeper answers. Gatekeeper “Sorry, Mr Prospect’s not available. ” or.

Referrals 120

Referrals Gatekeeper How To Cold Calling 120

Mr. Inside Sales

OCTOBER 25, 2019

Why not lead your prospect into the sale by referring back to the benefits he or she is going to get by working with you? Moreover, they are uninspiring, a bit weak, and, frankly, don’t inspire much confidence or excitement, do they? Why not be more convincing and enthusiastic? Try this: “{Prospect}, great speaking with you again.

Follow-up 120

Follow-up Closing Face-to-face Call-back 120

Sales and Marketing Management

SEPTEMBER 17, 2018

Author: Sabrina Ferraioli When you try to call business executives, you’re up against some substantial hurdles — gatekeepers, voicemail, caller ID and their not-a-minute-to-spare schedules. Because of these obstacles, it takes dogged persistence coupled with sales skills to start a meaningful conversation.

Conversion 293

Conversion Sales Qualified Lead B2B Direct Mail 293

Mr. Inside Sales

MARCH 22, 2019

Special Hint: Also give them the option of referring you to the right department or another person who might be more appropriate. Thank them in advance for their consideration and ask them to let you know if they’re interested – or not. And let them know you’ll remove their name if they aren’t. This also gives them an out – and you an in.

Face-to-face 138

Face-to-face Inside Sales Gatekeeper B2C 138

Sales and Marketing Management

SEPTEMBER 4, 2018

In this context, I’m referring to companies that sell their products and services directly to their customer base rather than selling through retail or other sales channels (distributors, value-added resellers, system integrators, and so on). Are you looking for someone to bring in new business, sometimes referred to as a “hunter”?

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Women Sales Pros

FEBRUARY 15, 2019

They’re the same habits that may be keeping you from getting past gatekeepers or closing more first appointments. You have to be able to address prospecting objections from gatekeepers through decision makers. Ask for a referral to the right contact, then call and reference your initial call as an introduction. That’s simple!

Cold Calling 118

Cold Calling Gatekeeper Decision Maker Call-back 118

PandaDoc

JANUARY 11, 2021

Befriending The Gatekeeper. A gatekeeper can be anyone who comes in the way of direct interaction between a salesperson and their prospect. For example, receptionists, secretaries, and HR managers can be referred to as gatekeepers as they filter all the calls they get and decide which call to forward to their boss.

Cold Calling 52

Cold Calling Gatekeeper Referrals Decision Maker 52

Increase Sales

NOVEMBER 6, 2015

Being referred into a company by someone who is already known and trusted is like winning the Lottery. No cold calling, no stonewalling by the gatekeeper. So I crafted this How-To-Refer-Me-Tool and also provided an Example-How-to-refer-LHS. Life and sales are good! Leanne Hoagland-Smith).

Referrals 70

Referrals Ideal Customer Profile Small Business Small Business 70