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?

IF You’re Going to Make Cold Calls, This is How to Do It

John Barrows

Less people are picking up the phone, some executives don’t even have office lines anymore, the layers of gatekeepers are getting thicker and harder to navigate. I still think we should segment off about 1 hour a day to do the research and make those type of calls to our top tier target accounts but after that, we need to get the volume up there. Here’s a step by step process on how to be effective and relevant when doing volume cold calling: Step 1: Segmentation.

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.

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!

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.

The Most Untapped Leverage Point For B2B Growth

DiscoverOrg Sales

Compelling messaging is best produced using effective segmentation. For highly targeted segmentation , your team needs more than just a job title — they need job responsibilities, seniority level, perhaps even technology stack or company size.

B2B 170

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.

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.

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?

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.

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?

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.

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.

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.

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?

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.

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.

B2B 79

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.

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.

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.

Preparation and Sales Success

Anthony Cole Training


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.

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.

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.