Embrace The Gatekeeper

Score More Sales

For years I have worked with sales professionals who strive to get around the Gatekeeper – that person at your prospective customer’s company who guards their executive from unnecessary time with all sorts of things but most notably from salespeople.

4 Ways to Get Past the Gatekeeper (No Tricks Required)

No More Cold Calling

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.

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

#1 Way Account-Based Sales Reps Resolve the Gatekeeper Problem

No More Cold Calling

Stop trying to get around the gatekeeper. If account-based sales reps want to reach C-suite prospects, the secret is calling at night or on weekends, when their gatekeepers are off duty. Trying to get past the gatekeeper is a waste of time. Want to land and expand?

How to Get Past the Gatekeeper [A Guide to Getting Contact with Decision Makers]


These are the Gatekeepers. Your sales success depends on knowing how to get past the gatekeeper. If you have approach the decision maker directly, and you’ve been sidelined by the gatekeeper — that avenue of contact won’t work. You will need to find a way past the gatekeeper.

How Getting Referrals Got Me to the Protected C-Suite

No More Cold Calling

When I was certain Bill had received the book, I called his office, knowing I would speak with his executive assistant (or to use the sales term, his “gatekeeper”). Newsflash: Most C-suite executives do not respond to cold calls or emails, and neither do their gatekeepers.

Treasure Trove of Inside Sales Tips

Score More Sales

Have a discussion with a gatekeeper that makes him or her interested to forward you on. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+. Sometimes you get stuck and just need a dose of inspiration.

3 Secrets to Setting Sales Meetings with the C-Suite

Sales and Marketing Management

They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. The phone is also a terrific way to get past the gatekeepers. Gatekeepers are a different story. Follow Mike on Twitter or connect with him on LinkedIn Author: Mike Schultz, President, RAIN Group Breaking through and setting sales meetings with C-suite buyers is tough.

How to Generate More B2B Leads for Your Sales Team

Hubspot Sales

In many ways, this makes prospecting easier -- but the budgets, stakeholders, and gatekeepers you encounter throughout the sales cycle can make finding the right B2B leads that much more important. Join or contribute to Twitter chats.

B2B 113

8 Ways to Use BASHO Emails in Cold Email Outreach – With Examples

DiscoverOrg Sales

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. He also checked the prospect’s Twitter feed and saw that he loved fly fishing.

How Technology Has Changed Selling: New Tools, Old Rules

Fill the Funnel

The Gatekeeper. Old Rule: Do you remember the dance with the gatekeeper? Successfully navigating through or around the gatekeeper could sometimes takes weeks or even months, and was more of an art than a science. Has technology changed Selling?

Tools 132

Success Secrets from Eric Schmidt, Reid Hoffman, and Adam Grant

No More Cold Calling

Read “ #1 Way Account Based Sales Reps Resolve the Gatekeeper Problem.”. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Do your lead generation strategies encourage persistence and curiosity?

How to Find Almost Anyone’s Email Address (Without Being Creepy)

Hubspot Sales

Share that content with Mary over LinkedIn, a professional group you’re both active in, or Twitter. Reach out on Twitter. At the very least, you’ll learn more about them and perhaps gain access to their LinkedIn or Twitter accounts to begin relationship-building.

Want Prospects Who Want to Hear from You? Get Referrals

No More Cold Calling

When you get referrals, you: Bypass the gatekeeper and score meetings with decision-makers every time. Connect with No More Cold Calling Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook.

[Note to the Sales Manager] Why Your Sales Reps Can’t Close

No More Cold Calling

When you prospect through referrals : You bypass the gatekeeper and score meetings with decision-makers every time. Connect with No More Cold Calling Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Think your team has a “closing” problem?

Be Proactive When Seeking Sales Referrals – Part 1

Increase Sales

No cold calling, no stonewalling by the gatekeeper. Follow her on Twitter or check out her profile on LinkedIn. Sales referrals are golden for mid-size to small business owners and sales professionals. Being referred into a company by someone who is already known and trusted is like winning the Lottery. Life and sales are good! Yet many sales professionals are not able to secure sales referrals.

Social Networking Annoyances

Partners in Excellence

Twitter Follow/Unfollow/Follow/Unfollow: I don’t know if it’s just me, but there are lots of people that I see repeatedly following me, then unfollowing me, then following me again, then unfollowing me again.

The Ultimate Sales App—No Smartphone Required

No More Cold Calling

LinkedIn, Twitter, Salesforce, Google+ … I could go on and on. and try every ploy to get around the gatekeeper. Connect with No More Cold Calling Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook.

Leverage Your Personal Brand to Drive Sales This Quarter and Beyond

Sales Benchmark Index

Create LinkedIn, Facebook, Twitter and Google+ accounts if you don’t have them already. The primary recommendations are effective gatekeeping and locking down your contacts - two simple strategies that are worth incorporating into your online presence.

8 Ways to Use BASHO Emails in Cold Email Outreach – With Examples


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. He also checked the prospect’s Twitter feed and saw that he loved fly fishing.

B2B appointment setting – Effective tips for more sales meetings


You need to stay focused, get past the gatekeepers, connect with the right decision-makers, and convince them to meet you. B2B sales is undoubtedly a tough nut to crack. Here you are selling to a business, so the level of difficulty and risks are too high.

The Leads Are Weak: An Intro to Finding & Working Good Leads

DiscoverOrg Sales

Rather than spending your time navigating gatekeepers and hounding less-than-ideal leads, take a step back and be a bit more strategic. You can also use Twitter to follow companies and executives in your market. There’s a famous quote from that seminal 1992 movie about sales, Glengarry Glen Ross , in which Jack Lemmon’s character, Shelley, contemptuously dismisses the contact data he’s been given: “The leads are weak!”

Leads 143

18 Phone Sales Skills Tips You Can Use Right Now | Sales.

The Sales Hunter

Twitter Facebook. Show the same level of respect to the gatekeeper or other any other person who answers the phone as you would show to the person you’re looking to talk to. Twitter. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING.

Changing Careers is Easier Than You Think – Why Are You Waiting?

A Sales Guy

George would be served well by running a search on “Top Product Managers” and find out who the web, Twitter, LinkedIn, etc say are the must watch, must follow players, in product management. There are fewer gatekeepers, fewer hurdles, and fewer rules.

9 Little-Known Ways to Find New Prospects on LinkedIn

Hubspot Sales

If you've had trouble getting past a gatekeeper or find it difficult to reach the right person at a prospective company, keep a close eye on their hiring. Once you find this company's newest marketing manager, build rapport by commenting on their LinkedIn posts or engaging with them on Twitter. LinkedIn Prospecting Tips. Look at the "People Also Viewed" Sidebar. Reach Out to Prospects in New Roles. Investigate Your Competitors' Networks. Scroll Through Skill Endorsements.

Why Everyone's Ghostjacking But Nobody's Talking About It.Until now!

Tony Hughes

To buck this trend and in recognition that there's typically only one name on the purchase order, I'm advocating the most counter-intuitive 'get past the gatekeeper' strategy of all time! Virtual reality and the promise of a second life are at last upon us.

12 Ways You’re Making Your Boss Look Bad (And You, Amateurish)

Sales Hacker

Build close plans on all the big deals to show you understand the customer’s internal gatekeepers , procurement processes, compelling events and dates. Twitter is how you amplify your insightful publishing to spread the word.

Preparation and Sales Success

Anthony Cole Training

Follow Me on Twitter! Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics!

The Ultimate Guide to Sales Prospecting: Tips, Techniques, & Tools to Succeed

Hubspot Sales

Gatekeeper: Person in charge of communicating or preventing information from reaching a decision-maker; for example, receptionists or personal assistants. We usually have to go through a gatekeeper to reach them. Twitter. Tick tock, tick tock, tick tock.

Tools 114

An Open Letter to Social Sellers Everywhere

Tony Hughes

If you are just starting out your career in selling with your Twitter, Facebook, LinkedIn and Google+ in hand, put down your social selling quiver for a moment today. Think of Twitter as the spokes, the amplification that used to be encapsulated as Direct Response Marketing or e-mail blasts.

Guest Post: About Arrogant Salespeople

The Science and Art of Selling

Try to think back to when you were in the trenches with everyone else and remember how awful it felt when you spent 8 hours either leaving voicemails, speaking to angry gatekeepers, and being hung up on. Twitter: @kmiglautsch. I read a lot of articles on LinkedIn in my spare time.

How to make sales calls [The Ultimate Guide] – Part 2


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.

Seeing Through the Hype: Making Sense of Sales Enablement Technology

Smart Selling Tools

How do you get those guys to re-enforce that and not be the gatekeeper. Nancy Nardin: Feel free to reach out through LinkedIn and connect with me there and also go to our website, follow us on twitter @sellingtools or @vendor_neutral also you can go to vendorneutral.com.

A 5-Step Discovery Call Checklist Proven to Increase Conversions by 580%

Sales Hacker

It’s becoming more and more difficult to reach decision makers as gatekeepers and decision-makers receive hundreds of emails and dozens of calls each day. Today you’ve got to research your target prospect and follow their activity on social networks like LinkedIn and Twitter.

Three Strategies to Attract More Prospects By Kendra Lee

Sales Training Advice

Most sellers think that doing research on LinkedIn, Facebook and Twitter is enough when it comes to integrating social networking into their prospecting. Follow them on Twitter. Once you’re connected in some way, using your social network to send direct messages may get past gatekeepers when nothing else will. Ten years ago, most sales people had no idea just how vital the Internet would become to prospecting.

The Ultimate Guide to Cold Calling


Social selling is contacting any prospect on social media channels, such as LinkedIn or Twitter, by requesting to connect, sending a private messaging, addressing them in conversation via communities and threads, or commenting on content they shared.

Heavy Hitter Sales Blog: Huge Ego Behind Every B-to-B Purchase

HeavyHitter Sales

I was recently interviewed by blogger Matthew Schwartz about the C-Level Sales Psychology:   ZoomInfo: When trying to reach C-level buyers, there seems to be an increasing number of gatekeepers in the purchasing process, from “fans” to “champions.” Sign in with TypePad Facebook Twitter and more. Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012.

SAP 85

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. Set up a Facebook Page, Instagram, and Twitter for your business.

170 Sales Terms From A – Z: The Updated Glossary of B2B Sales Definitions

Sales Hacker

Gatekeeper. Gatekeeper is a person (e.g., Twitter. Twitter is a free-to-join social network with a micro blogging service that allows the sharing of links, images and videos as well as the publishing of short posts called tweets.

B2B 79

Top 25 Incendiary Social Selling Secrets

Tony Hughes

When you post a question in your group, push that link to your stream and push it out to Twitter. Build lists in Twitter, listen closely to what your customer's care about and start to build out insight-driven marketing materials around those issues.

Empathy in Sales Today


The human factor is fading away—even more so when you consider things like fake Twitter and LinkedIn accounts utilized by AI robots. You can recognize what they’re going through, and what their role is: decision maker, analyst, gatekeeper or another. Empathy in Sales: The Crucial Human Touch. The next article in our series on Network Selling covers a skill without which a salesperson just won’t survive in this 21st-century digital selling environment. That skill is empathy.