MTD Sales Training

NOVEMBER 14, 2012

You got through a tough gatekeeper screen, set a good appointment, and sealed it with cement. The sales interaction was flawless; you covered every objection and left the prospect no choice but to buy. You followed every B2B sales technique to the letter but still nothing. So, what happened? Why didn’t the prospect buy?

Gatekeeper 156

Gatekeeper Decision Maker Objections Referrals 156

SalesFuel

DECEMBER 23, 2024

There are several top sales challenges that B2B sellers are likely to face. The most significant variable in your sales success is you, according to Integrity Solutions. Prepare for these top sales challenges One of the most common challenges that sellers face is being unable to reach decision-makers.

Decision Maker 52

Decision Maker Face-to-face Hiring How To 52

Zoominfo

MAY 15, 2025

A GTM engineer (or go-to-market engineer) is a hybrid technical and business role that designs, builds, and scales systems to drive sales, marketing, and revenue operations. They should have access to software and data that allows them to build, orchestrate and activate audiences with their frontline sales and marketing teams.

Engineering 130

Engineering Data Tools Scale 130

The Sales Collective

MAY 19, 2025

Sales lore says great reps come from a single mold—fast‑talking extroverts with boundless energy and zero patience or detail. But decades of research show a blunt truth: Generic personality scores have virtually zero correlation with sales performance. Why DISC, PI, and Culture Index measure the wrong variables for sales success.

Hiring 104

Hiring Energy Quota Scale 104

Hubspot Sales

APRIL 7, 2025

Im not sure theres any activity more closely associated with sales than cold calling. 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. Do sales orgs still cold call?

Cold Calling 64

Cold Calling Hubspot Report Data 64

MTD Sales Training

MAY 2, 2018

You then suddenly realise you have some paperwork from last week’s sale that you must get done right now. Chances are you’re looking for all manner of alternatives to cold calling to ensure your sales funnel is full. To be successful and have all the things you want, you must close lots of sales 2. The Truth Shall Set You Free!

Cold Calling 156

Cold Calling Top of Funnel Gatekeeper Call-back 156

Hubspot Sales

JANUARY 14, 2025

Have you ever wondered what sets top sales performers apart from the rest? All sales champions employ specific strategies and have particular mindsets that allow them to constantly drive deals forward. Table of Contents: What is a sales champion? How to Attract and Engage a Sales Champion Want to Seal a Deal?

Data 111

Data Hubspot Negotiation B2B 111

Hubspot Sales

JULY 22, 2024

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. If you're in a hurry, skip to the script or download free sales call templates.) Cold calling is most effective when paired with strategies such as prospecting and sales qualification. So, what does a typical cold call look like in sales?

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

Act!

NOVEMBER 12, 2024

Because they are useful for lead generation and relationship building, social media channels are an indispensable part of any sales strategy for starting and growing a business. Social selling is the technique of using social media platforms to find new prospects , engage with them , and close sales. What is social selling ?

Social Selling 52

Social Selling Social Media Ideal Customer Profile Channels 52

RingDNA

MARCH 31, 2025

Sales operations has evolved into a critical function for scaling revenue, optimizing sales efficiency, and driving strategic decision-making. The modern sales ops team is no longer just responsible for reporting and CRM management. Here’s what’s changing in sales operations and what teams need to know to succeed.

Sales Operations 62

Sales Operations Trends Lead Rank Scale 62

Sales Gravy

APRIL 16, 2025

Ross from Houston faces a common challenge in channel sales: how do you create brand preference for your product when youre selling through distributors who carry multiple competing lines and competitors who undercut your price? Why Pull-Through in Channel Sales Matters When you sell through distribution, you lose a lot of direct control.

Channels 54

Channels Engineering Gatekeeper Decision Maker 54

Sales Evangelist

JANUARY 6, 2025

Join me and my guest, Walter Crosby, as we explore how transforming ineffective habits can lead to better outcomes in your sales process. Meet Walter Crosby Walter Crosby is a seasoned sales expert and business consultant with decades of experience in helping organizations refine their sales processes and drive sustainable growth.

Sales Forecasts 40

Sales Forecasts Forecasting Scale Sales Qualified Lead 40

MTD Sales Training

NOVEMBER 3, 2021

What sales cold calling techniques can be used to get the most out of your sales interactions? If you know anything about me and the Sales Training we provide, then you know that I do not subscribe to the theory of a canned cold calling sales script as such. Call personally and watch your appointments and sales rise!

Cold Calling 156

Cold Calling Examples Outsourcing Services Face-to-face 156

RingDNA

JUNE 10, 2025

Warm calling is an outbound sales strategy that focuses on dialing, connecting with, and having sales conversations on the phone with sales leads who have been “warmed up” with some kind of prior activity. With a warm call, the lead will be well aware of the company and possibly even the sales rep who is calling as well.

Sales Qualified Lead 62

Sales Qualified Lead Lead Rank Lead Scoring Cold Calling 62

eGrabber

APRIL 9, 2025

In B2B sales, reaching the right person is key. Sales professionals must know how to find decision makers and not waste time contacting anyone at a company. If you reach these key players, your conversion rates and overall sales success improve dramatically. Want to find decision makers & boost your B2B sales success?

Decision Maker 52

Decision Maker Ideal Customer Profile B2B Account Based Marketing 52

Koncert

JULY 15, 2025

Driving Deals on the Factory Floor: AI Dialers for Modern Manufacturing Sales In the world of manufacturing and industrial sales, a deal often begins not in a boardroom, but on the bustling factory floor, amidst the hum of machinery, or in a busy procurement office. They are not passively waiting by their desks for a sales call.

Gatekeeper 66

Gatekeeper Engineering Industry Sales 66

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

Telesales is still one of the most popular and effective sales strategies for selling products or services, setting appointments , or telemarketing. Telesales is a kind of sales outreach that uses the phone to sell products or services. If possible, they will try to ask for the sale there and then and close the deal.

Telemarketing 156

Telemarketing Gatekeeper How To Cold Calling 156

Sales Hacker

MAY 20, 2025

He’s one of the most experienced operations leaders with 20 plus years of experience building and scaling teams across rev ops, sales ops, and marketing ops. Time is our biggest enemy in any, in any sales year for growth. Which makes them sort of the gatekeeper and judge and jury on whether things are accurate.

Engineering 106

Engineering Hiring Scale Forecasting 106

MTD Sales Training

DECEMBER 20, 2021

We all love inspirational and motivational sales quotes to keep us going… Whether it’s to help us get over a sales slump or to help keep us motivated when on top, I personally, always find great sales quotes very useful. I love clips from motivational sales movies too. Bottom line is that they get us to think.

Face-to-face 156

Face-to-face Motivation Up-Sell Follow-up 156

Sales Excellence

NOVEMBER 14, 2022

How do you get past the gatekeeper, the person who is responsible for intercepting our call or reading our email before someone else gets a chance to read it? I’ve seen a lot of sales people have success in the last few years with leveraging LinkedIn. How do you sell past the executive assistant?

Gatekeeper 26

Gatekeeper LinkedIn Exact Inbound 26

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

Prolonged sales cycles, weakened conversion rates, and unpredictable revenue swings plague your direct-hire staffing business. Step 2: Reach Decision Makers, Not Gatekeepers HR departments are flooded with recruitment agency pitches. This focus dramatically improves response rates and shortens sales cycles for direct hire services.

Hiring 40

Hiring Decision Maker Cold Calling Gatekeeper 40

Understanding the Sales Force

MAY 4, 2025

So I put two and two together and and instructed Grok3 to do the following: “read my blog articles at [link] and using my voice, write a new article about the similarities between the MLB replay centers call challenge analysis and a sales manager debriefing a salespersons sales call.” ” It was pretty freakin amazing!

Decision Maker 177

Decision Maker Call-back Gatekeeper Analysis 177

Zoominfo

APRIL 11, 2025

Without a steady stream of high-quality B2B sales leads, even the best sales team stalls. Sales teams need smarter, more strategic ways to identify, engage, and convert the right sales leads. Understanding B2B Sales Leads What Are B2B Sales Leads? The solution?

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? At most companies, the sales process is a balancing act that doesn’t always work so well. The dreaded gatekeeper. The Gatekeeper Is Not the Enemy. 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.

Gatekeeper 296

Gatekeeper Cold Calling Telemarketing Referrals 296

Sales and Marketing Management

AUGUST 14, 2017

Long sales cycles. 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.” Handling 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 can’t make too many sales calls of any type without encountering one. 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.

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. Keep reading!

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. Sales Motivation Blog.

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! Get Access Today.

Gatekeeper 316

Gatekeeper Closing Face-to-face Licensing 316

Mr. Inside Sales

JULY 20, 2021

Top pros are using this time to sharpen their sales skills so they can make a killing in the fourth quarter. For a proven way to make more money, with less rejection, and a way to become more confident and make more sales, take advantage of our Summer Sale! ON DEMAND SALES TRAINING THAT GETS RESULTS! Summer kind of slow?

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

Hubspot Sales

OCTOBER 5, 2021

Sales development representatives and gatekeepers. If you're in sales, chances are you've encountered plenty of situations in which you're trying to reach a CEO or C-level executive to pitch your product or service. only to get stopped by a gatekeeper. How to Get Past the Gatekeeper When Cold Calling.

Gatekeeper 133

Gatekeeper Decision Maker How To Cold Calling 133

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.

Closing 409

Closing Sales Qualified Lead Lead Scoring Lead Rank 409

Mr. Inside Sales

JULY 30, 2021

Use the following questions to help open your prospect up and to get them to reveal where they really stand, and what you need to do to move closer to the sale: #1 “I can tell that’s important to you; why does it mean so much?”. #2 If you’re a manager, this is a great exercise for a sales meeting. Happy Selling! Get Access Today.

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

Mr. Inside Sales

JUNE 11, 2021

Sales people like to talk; if you don’t believe me, just listen to a recording of one of your reps (or of yourself!). Why do sales reps talk so much? In sales, less talking and more questioning and more listening is the key to success. ON DEMAND SALES TRAINING THAT GETS RESULTS! This is a problem. What’s the solution?

Face-to-face 317

Face-to-face Gatekeeper Licensing Decision Maker 317