No More Cold Calling
JANUARY 14, 2021
The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. The premier episode, The Gatekeeper Died: Why That’s a Good Thing , covers what I’ve been writing about for years: why you don’t have to worry about gatekeepers when you have a referral.
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.
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The Pipeline
OCTOBER 16, 2013
When I ask sales people what their biggest challenge is in getting to speak directly with decision makers they are targeting, and voice mail or gatekeepers are at the top of the list, (while call reluctance should be right there with the other two, they don’t usually volunteer that fact). This will primarily look at the latter. Tibor Shanto.
MTD Sales Training
MAY 23, 2012
If you are going to be successful in business-to-business sales, you must first learn to recognise a clever and sophisticated gatekeeper screen. The gatekeeper’s job is to block unwanted or unnecessary calls from reaching the decision maker (DM). Here is a simple yet highly effective technique to help you get past a hard screen.
No More Cold Calling
DECEMBER 6, 2019
You might think you’ve been able to avoid sounding like a telemarketer, but that is exactly what you’re doing, and your prospect knows it. Message to cold callers: Pestering strangers is NOT the way to prospect.
Mr. Inside Sales
DECEMBER 4, 2019
I’ll sound like a telemarketer,” he said. “I John thought what the trainer taught was just a bunch of old sales techniques that wouldn’t work. John thought he knew better. John didn’t believe in using scripts. I have to go with the flow because each prospect is different,” he persisted. So, he didn’t. Who Should Attend?
Bernadette McClelland
JANUARY 15, 2017
Besides many today have their own gatekeepers. I remember when I first started out in sales some thirty years ago we had a small department of two women whose role was telemarketing. The business manager was a decision maker in his or her own right and their sign-off was for a fairly healthy dollar figure.
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