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Learn How to Get the Gatekeeper on Your Side

No More Cold Calling

Getting past the gatekeeper shouldn’t be so daunting. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? The dreaded gatekeeper. The Gatekeeper Is Not the Enemy. The goal is reaching the right person, which means getting past the gatekeeper. in my Referral I.Q.

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Social Selling: What You Should and Should NOT Do

No More Cold Calling

A Complete Guide to Putting the “Social” Back in Social Selling. Social selling has finally (and dangerously) reached buzzword status. Misperceptions, because salespeople have forgotten the social part of social selling. It’s not, because that’s not what social media is for. Not at all.

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May Referral Selling Insights

No More Cold Calling

Tim Hughes, one of the world’s top social selling influencers, recently interviewed me on this very topic. Coincidentally, I met Tim on social media. Colleagues and friends—that’s the end goal of social selling and a smart way to start prospecting. 1 Way Account-Based Sales Reps Resolve the Gatekeeper Problem.

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Our Award-Winning Article

Mr. Inside Sales

In case you missed this, I received the following email last week: Dear Mike: The people have spoken and your article, “3 Keys to Dealing with Difficult Prospects,” has won 2nd place in our 2020 Sales Pro Central MVP Awards Social Selling category!” I listen to a lot of calls each week that my clients send me.

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Forget About Your Sales Comfort Zone [January Referral Selling Insights]

No More Cold Calling

Also, here’s what you might have missed from No More Cold Calling this month: Learn How to Get the Gatekeeper on Your Side. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? The dreaded gatekeeper. Read “ Learn How to Get the Gatekeeper on Your Side.”). Let me know.

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Why Being Stuck In the Office Over the Holidays Is a Lucky Break

Sales and Marketing Management

This means the absence of gatekeeper types, which increases the odds that key players will pick up their own phones. With less formal meetings and big decisions put on hold til the New Year, key players will catch up on their inboxes, spend more time scrolling social media posts and take time to review comments.

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How to get past the velvet rope

Sales 2.0

Back in the day when I was selling technology to banks I used my social selling approaches to get a meeting with a super-senior executive in a super-large bank (you know it, but I can’t tell you which one on a blog post.). Meanwhile many of us “classically trained” sales people think of executive assistants as “gatekeepers”.

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