The #1 Thing I Would Tell My 22-Year-Old Self

John Barrows

Pick a new segment of your target audience every day/week to do this with. Getting through gatekeepers. In the morning, every time you get a gatekeeper on the phone, be super nice to them and try to make their day brighter. A little while ago someone asked me – if there was one thing I could go back and tell your 22-year old self what would it be?

Why Your Sales Team Isn't Performing As Expected (Pt.5) - WIT

Anthony Cole Training

Getting past a gatekeeper – This is usually one of the toughest situations in the sales process. The gatekeepers have their job – to keep sales people away from their bosses – and you have your job – get to their bosses (aka. WIT = Whatever It Takes!

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If You’re Building Your B2B Marketing Strategy, Start Here

Sales Hacker

In this guide, I’ll share with you a proven B2B marketing strategy framework that will help you identify the most prolific market segments, your ideal customer profile, and the right marketing channels to generate leads. Segment your market and focus on a target segment.

Podcast 137: Making Prospecting A Math Game With Ryan Reisert

John Barrows

But the difference is, I think in a lot of these reported stats is that people identify connect with like a gatekeeper or an admin or something of that nature. We’re pleased to have Ryan Reisert on the podcast this week.

Why Your Sales Team Isn't Performing as Expected (Pt.5) - Selling is WIT!

Anthony Cole Training

Getting past a gatekeeper – This is usually one of the toughest situations in the sales process. The gatekeepers have their job – to keep sales people away from their bosses – and you have your job – get to their bosses (aka. Selling is WIT = Whatever It Takes!

Cold Calling Perfection: A 10-Point Assessment

Women Sales Pros

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.

How to Build Sales & Marketing Pipeline During the Coronavirus


Market segmentation needs to be beyond reproach and sales metrics need to be measurable and projectible. With a general understanding of your targeted market, you can formulate a playbook of possible expanded offerings, segmented value props.

Taking ATS to New Levels: A Bullhorn & DiscoverOrg Partnership

DiscoverOrg Sales

What this means for your staffing salespeople is no more dead end phone calls from run-ins with gatekeepers and no more “this number is no longer in service” messages because old contacts have moved on without your knowledge.

Sales Mgmt: Do your team know how to prospect?

Your Sales Management Guru

Wendy broke the book into segments; Cold calling in the 21 st Century; Gatekeepers, Voice Mail and Email. Sales Managers: Does Your Team Know How to Prospect?

Is Your Compensation Plan Evolving with the Company?

Sales Benchmark Index

Same Old Quota: Back in the day, just getting past the gatekeeper and into the corporate office required a lot of legwork. Role differences: Does your competition segment lower value sales activities (Account Management, Customer Service) from higher value (New Logo Acquisition?

The Essential Selling Skills Bootcamp Part 3: Prospecting in a Cluttered World

Closer's Coffee

Not knowing how to work with gatekeepers. The Who: Involves breaking a market into segments and then concentrating your prospecting efforts on one or a few key sections. For Part 1 of the Essential Selling Skills Bootcamp, click here. For Part 2, click here.

Leverage Your Personal Brand to Drive Sales This Quarter and Beyond

Sales Benchmark Index

He mentioned he knew a solid prospect in his segment but was unable to secure any good contacts first hand. The primary recommendations are effective gatekeeping and locking down your contacts - two simple strategies that are worth incorporating into your online presence.

Nurturing Beyond Email to Accelerate Your Pipeline

Sales and Marketing Management

We know these gatekeepers will be examining the company’s website, so intuitively, marketers must go beyond just email by nurturing the buying committee where their customers and prospects already are: on their website. The key is to leverage technology that identifies a web visitor’s company if they are a known or unknown lead in the system, and then ties it back to their CRM/MAP to know if the visitor belongs to a segment with an open opportunity.

Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

Sales calls the wrong people or reaches a gatekeeper, where they will ultimately get turned away or begin the tedious process of calling up the chain. Business leaders understand that data is the critical heart of growth and expansion.

Breaking Through to CEOs and the C-Suite, Part 2 By Stu Heinecke

Increase Sales

In my last segment, Breaking Through to the CEO’s and the C Suite Part I by Stu Heinecke , I wrote about the incredible power associated with being able to reach virtually anyone.

4 Steps to Shorten Your Sales Cycle and Bump Up Low-Touch Conversions by 70%

Sales Hacker

And then created segments (in ) consisting of users who had completed each of them. A new segment was made for each activity, by lead owner (AEs and low-touch). A highly enabled salesperson-gatekeeper is the answer.

Your Sales Training Is Broken. Here’s How to Fix It.

Hubspot Sales

A few decades ago, salespeople were gatekeepers of information. Salespeople aren't gatekeepers anymore — the sales process can largely happen without us and we need to add unique value along the way to ensure our prospects choose us, not our competitors. Humble. Helpful. Empathetic.

5-Step Plan to Penetrate the Market in 90 Days (In Any Industry)

Sales Hacker

List Brokers – Purchased lists tend to be more expensive, but the benefits of working with a detailed and segmented list may make the investment worthwhile. If you only had 90 days to penetrate the market and produce sales, what would you do?

Sales Intelligence: What to Expect When You’re Prospecting


Sales calls the wrong people or reaches a gatekeeper, where they will ultimately get turned away or begin the tedious process of calling up the chain. Business leaders understand that data is the critical heart of growth and expansion.

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Preparation and Sales Success

Anthony Cole Training


170 Sales Terms From A – Z: The Updated Glossary of B2B Sales Definitions

Sales Hacker

Champion/Challenger Test is a testing approach for determining the best engagement strategy for a given market segment, wherein the Champion represents your current production/servicing paradigm while the Challenger(s) represent new or different ways of doing things. Firmographic is a set of descriptive attributes of prospective organizational customers that can be used to classify firms into relevant or applicable market segments. . Gatekeeper. Segmentation.

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6 Signs You May Need to Rethink Your Sales Strategy

The Brooks Group

Instead, look to bring value to a very specific market segment. You may have taken all the right steps in an effort to pinpoint the market segment you’re after, but that won’t be helpful to you if you’ve landed on a sinking ship.

8 Sales Role Play Exercises to Prepare Your Team for the Win

Sales Hacker

If in a group, either segment into smaller groups, or play with the whole group, “telephone” style. Examples of these can be CXO, Director of X, or gatekeeper. No one loves practice. No medals are won on the practice field.

The Consumer Buying Behavior in the Digital Age [Infographic]

Connext Digital

Salespeople were the gatekeepers of information—you needed to ask them about anything you needed to know about the product you wanted to get. It’s imperative to segment your users and study the specifics of your market.

31 Simple, Yet Brilliant Lead Generation Techniques to Supercharge Your Sales Pipeline

Sales Hacker

The easiest way to automate this is by segmenting your outreach list. Segment your message by organization and buyer persona. This “lumpy mail” technique bypasses the gatekeeper and straight into the hands of the decision maker, eager to know what’s inside.

From Demo to Conversation

Sales Overdrive

You can begin by segmenting your targets by revenue size, key industries using SIC codes, geographic regions and the number of locations, etc. It’s hard to avoid them as they play the roles of effective gatekeepers and influencers. Part One – Targeting and Lead Development.

How to make sales calls [The Ultimate Guide]


How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call. They’re not gatekeepers or obstacles to overcome, they’re potential allies who can help champion your product within their company.

Top 25 Incendiary Social Selling Secrets

Tony Hughes

Leverage LinkedIn Sales Navigator for better segmenting and targeting. The accelerator is going to be leveraging a suite of technologies to streamline the pipeline, be ultra-responsive and get upstream, past the gatekeeper to be the preferred vendor going into the crucible of the decision.