Mr. Inside Sales

MARCH 2, 2024

Mistake Number Three: Not doing any research on the company you’re interviewing with, and so not asking any questions about the position or the company. Unfortunately, many sales reps just show up, are not prepared, and haven’t done any research on the company they’re interviewing for. Less is more. This seems like a no brainer, right?

Hiring 241

Hiring Face-to-face Gatekeeper Decision Maker 241

Sales Evangelist

NOVEMBER 19, 2021

Gatekeepers: the infamous villains of the sales world. Regardless of industry, most high-level executives employ some type of executive assistant or secretary to serve as a gatekeeper. Therefore, as salespeople, you must convince both the executive and the gatekeeper that you’re worthy of their time.

Decision Maker 40

Decision Maker Gatekeeper Survey ACT 40

Sales Evangelist

NOVEMBER 19, 2021

Gatekeepers: the infamous villains of the sales world. Regardless of industry, most high-level executives employ some type of executive assistant or secretary to serve as a gatekeeper. Therefore, as salespeople, you must convince both the executive and the gatekeeper that you’re worthy of their time.

Decision Maker 40

Decision Maker Gatekeeper Survey ACT 40

Sales Evangelist

NOVEMBER 19, 2021

Gatekeepers: the infamous villains of the sales world. Regardless of industry, most high-level executives employ some type of executive assistant or secretary to serve as a gatekeeper. Therefore, as salespeople, you must convince both the executive and the gatekeeper that you’re worthy of their time.

Decision Maker 40

Decision Maker Gatekeeper Survey ACT 40

Zoominfo

JULY 18, 2022

They often maintain a small army of people to deal with all these demands, which means that the best way to approach a CFO is getting in touch with and gaining the confidence of these gatekeepers. To get a CFO’s attention, it’s helpful to research their significant priorities. Keep this in mind as you begin your research.

Gatekeeper 130

Gatekeeper Social Media How To ROI 130

LeadFuze

DECEMBER 30, 2019

These are the Gatekeepers. Your sales success depends on knowing how to get past the gatekeeper. If you have approach the decision maker directly, and you’ve been sidelined by the gatekeeper — that avenue of contact won’t work. You will need to find a way past the gatekeeper. Can I learn how to get past the gatekeeper?

Decision Maker 52

Decision Maker Gatekeeper Social Media How To 52

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. I was quite wrong.

Gatekeeper 53

Gatekeeper Decision Maker ACT Influencer 53

MTD Sales Training

OCTOBER 5, 2018

2) Make sure your research is complete and accurate. Either way, your thorough research will help you determine if this is the right person to be talking to. 3) Use the gatekeeper screen to get further information. Here’s an example of how it works: Gatekeeper: “ABC Ltd, how can I help you?”.

Decision Maker 242

Decision Maker Gatekeeper Face-to-face Influencer 242

Sales Evangelist

AUGUST 9, 2021

Working in sales would be infinitely more manageable if you could get the gatekeeper to work for you instead of against you. In today’s episode of The Sales Evangelist, Donald is joined by Taskdrive’s general manager Daniel Viduya to discuss making the gatekeeper an advocate through lead research. Sales isn’t Lord of the Rings.

Gatekeeper 40

Gatekeeper Research Lead Rank Lead Scoring 40

Sales Evangelist

AUGUST 9, 2021

Working in sales would be infinitely more manageable if you could get the gatekeeper to work for you instead of against you. In today’s episode of The Sales Evangelist, Donald is joined by Taskdrive’s general manager Daniel Viduya to discuss making the gatekeeper an advocate through lead research. Sales isn’t Lord of the Rings.

Gatekeeper 40

Gatekeeper Research Lead Rank Lead Scoring 40

Sales Evangelist

AUGUST 9, 2021

Working in sales would be infinitely more manageable if you could get the gatekeeper to work for you instead of against you. In today’s episode of The Sales Evangelist, Donald is joined by Taskdrive’s general manager Daniel Viduya to discuss making the gatekeeper an advocate through lead research. Sales isn’t Lord of the Rings.

Research 40

Research Gatekeeper Lead Rank Lead Scoring 40

Mr. Inside Sales

OCTOBER 11, 2021

When I got into this industry I did my own research, just like you’re doing now, and I looked for the company that not only offered the best (product or service) but also delivered the best customer service and follow-up. And these are the things you look for as well, right?”. “Now,

Objections 285

Objections Face-to-face Gatekeeper Licensing 285

No More Cold Calling

JULY 29, 2021

They didn’t plan agendas, do their research, or even check the clients’ LinkedIn profiles to identify shared interests, connections, and similarities. Bypass the gatekeeper and score meetings with decision-makers every time. They just gave a demo and the standard pitch. Image attribution: Canva Studio ).

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Sales and Marketing Management

FEBRUARY 26, 2018

They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. In a recent RAIN Group Center for Sales Research report , we asked buyers how they prefer to be contacted by sellers and what influences their decision to connect with some sellers and not others. Gatekeepers are a different story.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

Hubspot Sales

OCTOBER 26, 2022

Research, research, and research some more. Learn how to communicate with gatekeepers. It often involves extensive outreach, thorough research, plenty of rejection, and potential frustration and burnout. Research, research, and research some more. What is B2B prospecting?

Ideal Customer Profile 87

Ideal Customer Profile B2B Prospecting Gatekeeper 87

Zoominfo

MAY 8, 2019

Bypass gatekeepers. Secretaries, administrative assistants, and phone operators are often referred to as gatekeepers in the world of sales. Of course, it’s not impossible to gain access to top sales prospects by first speaking to a gatekeeper. Spend less time searching and more time selling.

Data 193

Data Sales Process B2B Company 193

No More Cold Calling

OCTOBER 1, 2020

Research shows cold calling scripts and tricks don’t work, but referrals do. In fact, new research from the Sandler Center shows that while most companies still focus on cold calling and emailing, referrals are far more effective at generating qualified leads. Sales Leadership Is Missing It Big (and Here’s the Proof).

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Pipeliner

MARCH 20, 2024

However, most are unaware of the gatekeepers residing within their mindsets. But the key to success is to research the best fit for what you are attempting to achieve upfront. Classes, research, and conversations with peers and leaders can all motivate and enable us to do more.

Gatekeeper 80

Gatekeeper Benefit Follow-up Motivation 80

No More Cold Calling

JULY 13, 2021

When you receive a referral introduction, you breeze past gatekeepers and walk right into meetings with your prospects. New research from Dave Kurlan and The Objective Management Group (OMG) backs up my claims. Then, ask for an introduction.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

FEBRUARY 24, 2021

Seller access is a newly popular term for an old problem—the struggle to bypass gatekeepers and get meetings with high-level decision makers. Gartner experts shared their research on seller access in a recent webinar, “ The Chief Sales Officer’s Leadership Vision for 2021.” Seller Access: New Buzzword, Old Problem.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Mr. Inside Sales

MARCH 22, 2019

No one likes to be rejected, and the resistance you get from gatekeepers, receptionists, decision makers, etc., Do your research and then compile a list of 50 – 100 names and numbers you can dive into. can quickly result in call reluctance. 2: Have all your leads/phone numbers/contacts ready in advance. Who Should Attend?

Face-to-face 186

Face-to-face Gatekeeper Decision Maker Cold Calling 186

Janek Performance Group

DECEMBER 20, 2023

Messages need to be researched, targeted, and timely. How do you best apply prospecting skills through intermediators or gatekeepers? When prospecting through intermediators, like gatekeepers, influencers, and agents/brokers, help them build their own cadence. Gatekeepers will present your name and reason for calling.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

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. Instead of generalizing, do some research!”.

Decision Maker 110

Decision Maker Influencer Gatekeeper How To 110

DiscoverOrg Sales

APRIL 12, 2017

It’s easy to see the correlation between data accuracy and sales efforts: If phone numbers are correct and link sales reps directly to their buyers, they can spend more time talking to likely prospects at the other end of the line, rather than shaking down a phone tree of gatekeepers. 50% fewer encounters with gatekeepers.

Data 222

Data ROI Scale Gatekeeper 222

MTD Sales Training

SEPTEMBER 26, 2018

Prospecting today should consist of quality researching, building up a database of people and companies who you know will be interested in your solutions because you have uncovered needs and wants. Simply calling when you’re at your desk, at the right time for you and when you’ve done all necessary research won’t mean you’ll succeed.

Cold Calling 215

Cold Calling Decision Maker Gatekeeper GoldMine 215

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. Research the company’s values and integrate them into your cover letter and resume to demonstrate that you’re a culture fit, but only do so honestly. Be Inspired and Inspiring!

Hiring 122

Hiring Lead Rank Lead Scoring Networking 122

No More Cold Calling

DECEMBER 6, 2019

It’s a treasure trove of research opportunities and a way to get your brand in front of your buyers. Message to cold callers: Pestering strangers is NOT the way to prospect. To gain access, sales professionals must abide by the new rules of prospecting.”. But it should NOT be another platform for cold calling. Want to succeed in sales?

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

No More Cold Calling

MAY 25, 2023

In groundbreaking research by Steve W. 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. You ensure they receive referral introductions to their prime prospects—from people those prospects know and trust.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

No More Cold Calling

JULY 26, 2018

In a recent blog post, Dave Kurlan shared research from his company, Objective Management Group (OMG), about why salespeople can’t close. Salespeople say meeting with decision-makers is important, but the OMG research shows that only 10 percent of salespeople are actually reaching decision-makers. The Golden Ticket to the C-Suite.

Pipeline 184

Pipeline Closing Decision Maker Referrals 184

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. Groundbreaking research by Steve W. Can I Trust You? Salespeople know that building trust is paramount to prospecting, and it can be difficult to achieve.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Pipeliner

SEPTEMBER 20, 2021

Ensure that you do your research on their company to ensure that they’re a good fit and take a lot of time to determine their pain points. These tools can automate outbound sales activity, generate good leads, and give salespeople all of the resources that they need to sound well-researched while talking to the prospect.

Prospecting 98

Prospecting Gatekeeper Decision Maker Outbound 98

No More Cold Calling

DECEMBER 30, 2014

For more ideas to make 2015 your best sales year ever, check out what you might have missed from No More Cold Calling this month: 4 Ways to Get Past the Gatekeeper (No Tricks Required) Gatekeepers are valuable to the executives whose time and energy they protect, but not to you, at least not until you’ve developed a relationship with them.

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

No More Cold Calling

MAY 28, 2017

1 Way Account-Based Sales Reps Resolve the Gatekeeper Problem. 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. This is just the latest stupid advice I’ve read about how to bypass the gatekeeper and get decision-makers on the phone.

Referrals 136

Referrals Gatekeeper Social Media Cold Calling 136

Smooth Sale

FEBRUARY 29, 2024

But most are unaware that ‘gatekeepers’ reside within our mindset, preventing us from achieving business growth and our desires. But the success element is to research the best fit for what you are attempting to achieve upfront. Classes, research, and conversations with peers and leaders can all motivate and enable us to do more.

Hiring 110

Hiring Gatekeeper Media Benefit 110

Sales 2.0

NOVEMBER 3, 2018

Research has shown that one of the top things that clients want from sales people is the ability to muster resources to solve the client’s problem. Your own company has decision-makers, gatekeepers and users. The irony, of course, is that these same sales people are often hyper-sensitive to every word they say or write to a client.

Gatekeeper 199

Gatekeeper How To Decision Maker Report 199

Zoominfo

FEBRUARY 17, 2021

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). How does your product or service fit into their operation?) Practice your cold calling script.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Janek Performance Group

FEBRUARY 6, 2024

Yet, research in LinkedIn shows 70 percent of B2B buyers think sales reps are not adequately prepared. They lack pre-call planning and research. Account Prep Today, HubSpot research shows 96 percent of prospects do their own research. And 71 percent prefer solo research over talking to sales professionals.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71