Sales Hacker

JULY 17, 2020

It’s a contact sport!”. And last time I checked, there weren’t a lot of gatekeepers working at 7:30 am and 5:45 pm. They’ve never been trained, taught, coached , or enlightened as to why most salespeople don’t want to make calls. Their previous leaders have taught them you just need to: “Smile and dial!”. It’s a numbers game!”.

Decision Maker 120

Decision Maker How To Call-back Cold Calling 120

Sales Training Connection

AUGUST 29, 2011

Still others are gatekeepers who can’t say yes, but can say no. Major account selling is a team sport. There aren’t many shortcuts – five skills are key: 1. Remember it’s a Network. In major accounts many players are involved in the decision. A few are key decision makers. Others are influencers.

Networking 86

Networking B2B Health Care Gatekeeper 86

OnePageCRM

JUNE 15, 2017

How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call. The best way to get past a gatekeeper like this is to reframe how you approach the call. I haven’t owned a TV since 2011 and I don’t follow any team sports so the usual chit-chat openers fall flat.

Gatekeeper 46

Gatekeeper Social Media How To Decision Maker 46

Zoominfo

MAY 21, 2020

If you don’t have their direct-dial phone number, you could plan to spend a lot of time negotiating with admins and other gatekeepers , or pressing buttons to navigate the phone tree. Or you could send them a clever BASHO email. Opportunity data helps inform the timing of sales outreach.

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

Pipeliner

MAY 29, 2018

You can recognize what they’re going through, and what their role is: decision maker, analyst, gatekeeper or another. For example, I love sports cars, especially the Aston Martin. By being able to see and hear a prospect, you as a salesperson can much more easily empathize. The Mirror. This rule is often violated in sales.

Call-back 58

Call-back Relationals Buyer Sales 58

Sales Hacker Training

NOVEMBER 6, 2019

I Identify a challenge (getting through gatekeepers, dealing with a pricing objection, getting to power), and then I identify two different approaches to solving that challenge. Introduce yourself to the people who will be supporting you — Sales is a team sport. The way I do this now is by A/B split testing everything.

Hiring 79

Hiring Demand Generation Agencies Up-Sell Hubspot 79

Sales Training Advice

DECEMBER 31, 2009

It takes finesse to deal with receptionists, gatekeepers and executive assistants. When you learn a new hobby, sport, language, etc., It takes a lot of effort and energy to make call after call, navigate voice mail systems, and to gain the support of receptionists and executive assistants. it takes time to just to become comfortable.

Cold Calling 44

Cold Calling Decision Maker Telemarketing Proposal 44

OnePageCRM

FEBRUARY 6, 2017

Over 85 percent of top sales people played an individual or team sport in high school. Tell me about a game or sports match you lost. Having a problem solving mindset means sales will not be intimidated by restricted access to a prospect, big job titles and gatekeepers. quality conversations with prospects. Process driven.

Hiring 52

Hiring Lead Rank Lead Scoring Sales Qualified Lead 52

OnePageCRM

MAY 25, 2017

How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call. The best way to get past a gatekeeper like this is to reframe how you approach the call. I haven’t owned a TV since 2011 and I don’t follow any team sports so the usual chit-chat openers fall flat.

Top of Funnel 20

Top of Funnel Cold Calling How To Sales Qualified Lead 20

No More Cold Calling

JUNE 23, 2019

When sales teams know how to ask for referrals, they don’t have to worry about identifying decision-makers, bypassing gatekeepers, or proving themselves trustworthy. It continues to amaze me that we spend time and money with trainers at the gym, coaches for our sports activities, and teachers for our hobbies.

Referrals 297

Referrals Scale How To Lead Rank 297

Sales Hacker

APRIL 24, 2019

Many of these people make their living playing sports… but sales isn’t so different. Examples of these can be CXO, Director of X, or gatekeeper. They push themselves to be better every day and strain against their perceived limits –– all to make their performance as close to excellence as possible.

Exercises 98

Exercises Objections Follow-up Face-to-face 98

No More Cold Calling

JUNE 23, 2019

When sales teams know how to ask for referrals, they don’t have to worry about identifying decision-makers, bypassing gatekeepers, or proving themselves trustworthy. It continues to amaze me that we spend time and money with trainers at the gym, coaches for our sports activities, and teachers for our hobbies.

Referrals 228

Referrals Scale How To Lead Rank 228

Sales Hacker Training

SEPTEMBER 5, 2018

Focusing on the human side of selling , BTS is a global community of more than 600 all-star performers in six continents from the field of sales, business, education, sports, and real life. Dealing with gatekeepers. Its sales skills programs cover various areas such as: Account management. Presentation. Value-based negotiation.

Training 103

Training Scale Lead Qualification Lead Rank 103

Sales Hacker

MARCH 2, 2020

Hall-of-fame-nominated marketer and Wall Street Journal cartoonist Stu Heinecke discovered that he could get past traditional gatekeepers and reach those elusive executives by thinking outside the box and using personalized approaches that he calls “contact campaigns.”. Combo Prospecting. Think and Grow Rich. Napoleon Hill.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

DiscoverOrg Sales

SEPTEMBER 12, 2018

Since sales is a team, let’s use sports as the analogy : Morale is really just a reflection of whether your team is winning or losing. Sticking with the sports analogy, suppose you have a highly contested game. So you call 1-800 numbers, you call through company directories, you get gatekeepers and switchboards.

Retention 185

Retention Data Video Gatekeeper 185

Rob Jolles

DECEMBER 22, 2022

Because they’ve been knocking on door and being rejected their whole life, and they consider it a sport, right? I don’t talk about a whole lot, and I should, because if can’t get through a gatekeeper, the rest of my four hour program isn’t going to help us a whole lot. It doesn’t phase them at all.

Gatekeeper 52

Gatekeeper Call-back Up-Sell Hiring 52