Mr. Inside Sales

SEPTEMBER 6, 2022

Mike is available this year to present virtually, so you will save hundreds of dollars on travel and lodging! One on One coaching for sales leaders and individual producers. And, of course, amazing keynotes and breakout sessions! Plus, all virtual presentations can be recorded so you can use this valuable training again and again!

Face-to-face 31

Face-to-face Inside Sales Gatekeeper Decision Maker 31

Sell Integrity

DECEMBER 8, 2020

Most of us were accustomed to decades of calling on customers in person – setting up meetings, traveling to meet with them in person, following up that also involved in-person connection, and then dropping in from time to time. What’s more, many changes ushered in by COVID-19 are here to stay, even after we get a vaccine.

Gatekeeper 72

Gatekeeper Intent Call-back Up-Sell 72

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. It’s hard to get decision-makers, department heads, and people of influence —the people you really want to reach—on the phone. Use a Personal Hook.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Gong.io

SEPTEMBER 26, 2022

Remote sales has its advantages — it cuts down on travel costs, increases productivity, and allows you to match your buyers’ preferences. Before you can reach a CEO or a C-level executive, you’ll likely have to get through a gatekeeper (typically assistants or office managers) first. The challenges of remote selling.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

DiscoverOrg Sales

NOVEMBER 27, 2018

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. It’s hard to get decision makers, department heads, and people of influence – the people you really want to reach – on the phone.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

Keith Rosen

APRIL 17, 2009

• How to get past the toughest gatekeepers and straight to the decision maker. How to Make the Gatekeeper & Voice Mails Your Ally. • How to build instant rapport with gatekeepers – get them on your side. • Follow up strategies that grab attention without the pestering. PROGRAM HIGHLIGHTS.

Cold Calling 48

Cold Calling Opportunity Gatekeeper Prospecting 48

Hubspot Sales

MAY 12, 2023

EAs need to be diplomatic with good communication while remaining a firm and decisive gatekeeper for the executive. Common examples of this include event planning, travel scheduling, social media management, and managing their inboxes. They should be process-oriented, digitally literate, and comfortable handling logistics.

Hiring 103

Hiring Examples Social Media Software 103

Zoominfo

JANUARY 29, 2018

You are losing time in two ways — the time lost traveling to and attending the event as well as the opportunity cost of not spending time on more productive activities. These stats certainly grab our attention, especially as Millennials grow into the decision makers and gatekeepers over the next two decades.

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

Pipeliner

JANUARY 16, 2018

Gatekeepers furiously protect decision makers. Instead they discuss making a lot of money, having an easy life, the travel–the beautiful side of it all. Emotional fitness is important for anyone, but is crucially important for a salesperson. Something like 90 to 95 percent of the interactions a salesperson has are negative.

Google 40

Google Gatekeeper Decision Maker Examples 40

Sales Training Advice

NOVEMBER 2, 2010

If you live in New York City and you’re travelling to Chicago on business, maybe there’s a networking event there that’s perfect for you (i.e., This is particularly true for those of us who travel extensively in our work. Not all networking is local. The ideal event for you could be out of town. A number of my clients (and readers!)

Skype 47

Skype Customer Face-to-face Networking 47

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

Cience

JULY 25, 2019

Your bot is a gatekeeper that answers the questions, redirects inquiries unrelated to sales, and keeps users engaged and entertained. The top industries which are already profiting from chatbots include Real Estate, Travel, Education, Healthcare and Finance. Facebook’s bot platform has already been used to create 300,000 chatbots.

Lead Generation 56

Lead Generation Lead Rank Sales Qualified Lead B2B 56

The Sales Association

NOVEMBER 9, 2011

Flip the gatekeeper paradigm on its head. Remember that travel time is the enemy of the salesperson. Rather than gaining access to the head of the IT department or telecom, they instead might be greeted by a random assistant from inside. They had a problem. They needed access to the decision-makers at these mid-sized local businesses.

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34

Marc Wayshak

JANUARY 5, 2022

so you’re going to get stuck talking to a gatekeeper. Figure out what tools you need to get work done on the road, then follow the habits of successful salespeople by making the most of the time spent traveling to close big sales. This will ensure you are connecting with c-suite executives —not just their gatekeepers.

Face-to-face 103

Face-to-face Gatekeeper Sales Qualified Lead Call-back 103

Autoklose

MARCH 4, 2024

Another plus lies in the fact that there are no gatekeepers that will stop them from reaching a decision-maker. It’s Easier to Reach Decision-Makers As we’ve already mentioned, decision-makers can be extremely hard to reach, and before you get a chance to even schedule a meeting, you need to get past the gatekeeper.

Cold Calling 52

Cold Calling Decision Maker Scale VanillaSoft 52

Cience

NOVEMBER 20, 2019

In 2017, we worked with Travel Tripper, a company that got many leads from various events. Think about a nice travel kit or some gated content of yours printed for reading during a long flight. When talking to a gatekeeper. Gatekeepers have heard about the event their boss is heading to. Here’s a story. SDR Training.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

Marc Wayshak

NOVEMBER 11, 2020

As a sales expert who’s traveled around the world training thousands of salespeople, I thought it would be fun to review a few of the most famous sales movie scenes out there. Tip #11: Have a plan to get past the gatekeeper. The next scene I want to review is a classic gatekeeper scenario.

Call-back 62

Call-back Cold Calling Hiring Gatekeeper 62

Hubspot Sales

AUGUST 21, 2023

Why Via’s Go to Market Strategy Works: The company’s GTM strategy consisted of its emphasis on ride-sharing — that is, riders literally share rides with other riders who are traveling in the same direction. Get your team together and brainstorm the various job titles that could be impacted by your solution.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

No More Cold Calling

DECEMBER 29, 2019

Planes, Trains, and Automobiles: Why Account Executives Should Travel. Sales leaders say they don’t need for account executives to travel. Over the past decade, companies have cut back on travel because of the assorted tools that enable video conferencing. Message to cold callers: Pestering strangers is NOT the way to prospect.

Referrals 207

Referrals Cold Calling Social Media Travel 207

Rob Jolles

DECEMBER 22, 2022

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. We’ll get the urgency, but gatekeeper, and that’s something that you kind of like talking about. So we’ll get to trust. That’s a sale.

Gatekeeper 52

Gatekeeper Call-back Up-Sell Hiring 52

Increase Sales

NOVEMBER 8, 2012

When that time arrives, you can truthfully answer this question posed by the gatekeeper: Is Mr. or Ms. Yet, when traveling down from that mountain top to sea level, cost efficient may not be cost effective. On week six, a word processed, one page letter is sent with a day and time that you as the sender will be calling the sales lead.

Direct Mail 137

Direct Mail Advertising Advertising Marketing 137

Allego

AUGUST 4, 2020

Once controlled by a limited number of gatekeepers, content exploded horizontally across a huge number of new channels—YouTube, blogs, and social media to name a few. Legacy approaches typically rely on platforms that were developed before smartphones redefined how we play, shop, bank, travel and, yes, learn.

Harvest 77

Harvest Face-to-face Scale Video 77

Tony Hughes

MARCH 13, 2018

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. There are still longer sales cycles for closing six and seven figure deals fully inside in social. Did I miss any?

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63