Mr. Inside Sales

NOVEMBER 26, 2022

Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. What I’ve found is that those companies who are already using a vendor for this are surprised to learn that….”. Getting screened out by the gatekeeper. Let me ask you…”. Identifying decision makers.

Face-to-face 156

Face-to-face Decision Maker Objections Gatekeeper 156

Mr. Inside Sales

APRIL 8, 2022

In fact, because you already have someone, this is the perfect time to compare prices and services with other vendors. That way, when you do have a need to look elsewhere, you’ll have a solid option already vetted. Let me ask you this….”. And then use a qualifying question regarding what they use, how often they order, etc.

Face-to-face 156

Face-to-face Gatekeeper Licensing Decision Maker 156

Mr. Inside Sales

JUNE 17, 2022

4: Going to use their old vendor. #5: After the client thought about it, he declined Jeffrey’s offer, and then he polled the sales team, and here were their common objections: #1: Too expensive (don’t have the budget). #2: 2: Have to get approval. #3: 3: Need to think about it. #4: 5: Need to get several quotes. #6:

Face-to-face 156

Face-to-face How To Gatekeeper Objections 156

No More Cold Calling

OCTOBER 1, 2020

Referrals are how most people prefer to do business, whether they’re looking for a good restaurant or a new software vendor. Dylis and Joanne discuss how to get introductions to the type of clients you love working with, avoiding gatekeepers, and why prospects don’t call you back. Why would they? Listen to the podcast.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

APRIL 15, 2021

Talk to any software vendor, and they can’t wait to show you their cool software. They don’t have to worry about getting past gatekeepers or heading off the competition, because they have the best possible competitive advantage—a relationship built on trust. How could we, when we’re all typing instead of talking to potential clients?

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

MAY 25, 2023

Talk to any software vendor, and they can’t wait to show you their cool software. They don’t have to worry about getting past gatekeepers or heading off the competition, because they have the best possible competitive advantage—a relationship built on trust. How could we, when we’re all standing behind screens?

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

Mr. Inside Sales

MAY 22, 2020

Let me ask you this: When things settle down and you get back into the office, and back to doing business again, what does your ideal vendor look like?”. Response: “Right?! I know just what you mean. I know just what you mean. Here’s the good news: we’re on hold here, too. Unlimited License: One to 100 reps can attend for one low price!

Face-to-face 281

Face-to-face How To Call-back Gatekeeper 281

Mr. Inside Sales

JULY 13, 2018

Prospecting by phone can be hard—gatekeepers screening you out, decision makers don’t want to talk to you, etc.—but This technique will help you overcome objections from: 1) Gatekeepers. A new vendor for different services, or. • To compare quotes and services with a different vendor, or. • but it doesn’t have to be.

Cold Calling 143

Cold Calling Objections Sales Qualified Lead Prospecting 143

Mr. Inside Sales

JUNE 19, 2020

I don’t know about you, but all my LinkedIn requests and emails from vendors now begin the same way: “I hope you and your family are staying safe…”. One of the ways you stay ahead of your competition is to stop sounding like them. Unlimited License: One to 100 reps can attend for one low price!

Face-to-face 158

Face-to-face Gatekeeper Call-back Licensing 158

Mr. Inside Sales

MARCH 21, 2019

Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.”. Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. We’re all set”. Who Should Attend?

Face-to-face 138

Face-to-face B2C Inside Sales Gatekeeper 138

Mr. Inside Sales

DECEMBER 4, 2020

Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. What I’ve found is that those companies who are already using a vendor for this are surprised to learn that….”. Let me ask you…”. Now ask an engaging qualifying question….

Face-to-face 191

Face-to-face Decision Maker Cold Calling Objections 191

Sales 2.0

SEPTEMBER 15, 2018

You can talk to other sales people at the company, assistants (yes, be nice to “gatekeepers”), basically anyone that will fill you in. You can even talk to vendors and sales people that don’t work at the company but do know what is going on there. This person does not need to be in the department you are targeting.

Gatekeeper 236

Gatekeeper Call-back Referrals Banking 236

No More Cold Calling

FEBRUARY 20, 2014

Lies You Tell Gatekeepers. Gatekeepers can smell phoniness a mile away. When you have a referral, you’ll never have to use duplicitous tactics to bypass the gatekeeper. Read “ Lies You Tell Gatekeepers.”). (Read “ Mobilizing the Corner Office—What CEOs Want From You.”). Newsflash: You’re not fooling anybody.

Gatekeeper 218

Gatekeeper Referrals Cold Calling Hiring 218

Mr. Inside Sales

JULY 11, 2020

There are, however, ways to position yourself to earn some of the business either now, or to be the preferred vendor they reach out to when they consider making a change. This is, at first glance, a seemingly difficult objection to overcome—and sometimes, if it’s true, won’t be overcome right away.

Comparison 180

Comparison Face-to-face How To Objections 180

Sales 2.0

SEPTEMBER 15, 2018

You can talk to other sales people at the company, assistants (yes, be nice to “gatekeepers”), basically anyone that will fill you in. You can even talk to vendors and sales people that don’t work at the company but do know what is going on there. This person does not need to be in the department you are targeting.

Gatekeeper 150

Gatekeeper Call-back Referrals Banking 150

No More Cold Calling

JUNE 7, 2018

Talk to any software vendor, and they can’t wait to show you their cool software. They don’t have to worry about getting past gatekeepers or heading off the competition, because they have the best possible competitive advantage—a relationship built on trust. How could we, when we’re all standing behind screens?

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

Sales Training Connection

OCTOBER 13, 2016

If you go with an outside vendor and customize the training materials, the training will be in the neighborhood of $1,000 to $1200 per sales rep. If this challenge was on the table 10-15 years go, there were not many viable sales training vendor options from which to select. Gatekeeper Criterion. Lots of options.

Training 50

Training Gatekeeper Hiring Vendor 50

DiscoverOrg Sales

MARCH 30, 2017

Sales reps aiming to displace the current provider were stuck dialing into dead-end corporate switchboard phone numbers, getting stonewalled by gatekeepers, never to reach their buyer’s voicemail box—let alone pitch their product to a decision-maker. The first good sales rep on site won exclusive mining rights.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

Mr. Inside Sales

AUGUST 22, 2019

When you are in the market again, could I be one of the vendors/suppliers/sources you go to for a quote?”. “That’s no problem at all – quick question: is it that you don’t need anything just now, or do you even order/carry/use __ anymore at all?”. [“We We do order, we just don’t need any now”]. Response #6. Who Should Attend?

Objections 153

Objections Face-to-face How To Inside Sales 153

No More Cold Calling

NOVEMBER 14, 2013

Your customers already think all vendors are the same, because everyone has the same message and makes the same promises. You don’t have to worry about getting past the gatekeepers or heading off the competition, because you have the best possible competitive advantage—a relationship. Break Away From the Pack. You have a choice.

Competition 218

Competition Referrals Gatekeeper Social Media 218

No More Cold Calling

JANUARY 24, 2019

The key to qualified lead generation is being a welcome call, and for busy executives and their gatekeepers , cold calls are definitely not welcome. They get meetings in one call, get in early, uncover pressing problems, build strong relationships, get introduced to others in the organization, and cement their status as a preferred vendor.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Hubspot Sales

NOVEMBER 26, 2019

The first person you talk to will usually be a gatekeeper , who is still a valuable contact to have. Connect with an associated gatekeeper. A gatekeeper is typically an executive assistant or associate who has direct contact with the decision maker. Is there a committee assigned to choosing a [vendor, supplier, solution]?

Decision Maker 72

Decision Maker Sales Qualified Lead Gatekeeper Lead Rank 72

Mr. Inside Sales

MARCH 20, 2020

We have looked into your company before—and other vendors like yours—and we just haven’t seen your type of solution working for us. “In “Let’s touch base in a couple of weeks just to compare notes. How does next Tuesday, April 7 th sound to you?”. Email from Prospect #3: “Dear…. “I I have received your emails…. “We

Face-to-face 157

Face-to-face Call-back Objections Gatekeeper 157

Showpad

JUNE 24, 2019

The bigger the company, the more gatekeepers reps have to go through to reach key stakeholders and decision makers throughout the sales process. Additionally, such organizations rarely buy brand new solutions; they expect vendors and sellers to develop a product or platform that will work within their existing systems and operations.

Enterprise 73

Enterprise Enterprise Scale How To 73

Showpad

OCTOBER 8, 2019

While Showpad has had a hand in creating this community, Accelerate is a vendor-agnostic space. Our intention is to create a space for sales enablement professionals to learn from each other without vendors, including us, getting in the way with sales pitches and product offerings. Allison is Accelerate’s gatekeeper and leader.

Sales Enablement 60

Sales Enablement Hiring Gatekeeper Vendor 60

The Sales Developers

DECEMBER 6, 2019

There are more vendors in sales acceleration every day and ever expanding budgets fueled by venture capital and other forces. These steps will eliminate roadblocks (gatekeepers, wrong titles, bad phone numbers, bounced emails, etc.) There are vendors who can deliver accurate, enriched, and validated data. Build it internally.

Top of Funnel 81

Top of Funnel Funnel Outsourcing Services Outbound 81

The Brooks Group

JANUARY 31, 2020

Some other findings of our study that support this notion: Procurement as Gatekeeper : Two-thirds of procurement professionals surveyed indicated they were involved in the buying process from the very beginning — at the point where needs were being identified.

Margin 59

Margin Hiring Negotiation Discount 59

Showpad

OCTOBER 27, 2021

Gone are the days of the simple gatekeeper-sales rep relationship. Today’s buyers are self-directed and self-educated, spending just 17% of their time with vendors , according to research from Garnter. But B2B buyers aren’t just changing—they’re taking on new habits and expectations at lightning speed. This isn’t a blip, either. .

Video 52

Video Face-to-face Channels Call-back 52

Bernadette McClelland

JANUARY 15, 2017

So here are ten of the changes I have noticed and they are in no particular order: Competition in the past was contained to local or domestic vendors, in local cities and at margins that were typically healthy however with the introduction of technology, we have now become more of a global village.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

SBI

OCTOBER 30, 2018

Tell us little bit more though about smart selling tools and Vendor Neutral can kinds what your mission is all about. Figuring out a way to monetize that, make that a business with a little tricky for a while but we do work with a lot of vendors and that allows us to offer free resources for buyers. Nancy Nardin: Oh sure.

Sales Enablement 139

Sales Enablement Top of Funnel Vendor Ideal Customer Profile 139

CloserIQ

AUGUST 5, 2019

Often, the only way to get past their gatekeepers will be via a warm introduction from someone they know and trust as a credible source. Hari Krishnan , CEO of PropertyGuru, defines vendor roles in 3 distinct levels : . Vendor – It’s a transaction relationship. It’s also a great place to start for your…. Warm introduction.

Buyer 89

Buyer Gatekeeper Vendor Decision Maker 89

eGrabber

MARCH 27, 2020

Some companies buy lists from vendors. You can bypass the gatekeepers and quietly reach their inboxes without having an impact on your productivity as well as theirs. You have to manually look for each and every prospect information from those websites. It takes a lot of your time, sometimes days, weeks or months.

Ideal Customer Profile 132

Ideal Customer Profile Webinar Metrics Strategy Maximizer 132

Hubspot Sales

MARCH 20, 2018

The Gatekeeper. Your prospect just heard, “Hi, we do X” and thought, “Oh, we have a vendor for that, we’re good.” It's important to gain the gatekeeper's trust and learn as much as you can from them -- but then you need to move on and build relationships with the people in the company who can actually choose your product/service.

Objections 145

Objections Prospecting Call-back How To 145

Showpad

JUNE 23, 2019

The bigger the company, the more gatekeepers reps have to go through to reach key stakeholders and decision makers throughout the sales process. Additionally, such organizations rarely buy brand new solutions; they expect vendors and sellers to develop a product or platform that will work within their existing systems and operations.

Enterprise 40

Enterprise Enterprise Scale Gatekeeper 40

Corporate Visions

OCTOBER 31, 2019

But that advice is over two decades old—popularized at a time when you had limited access to executive decision-makers and almost always had to finesse your way around the gatekeeper. The executives were told they were reading an email from an outside vendor sales rep they didn’t know and had never met with before.

ROI 64

ROI How To Vendor Study 64

DiscoverOrg Sales

FEBRUARY 12, 2016

This is akin to when a salesperson doesn’t have the tools to anticipate when the customer needs the product and must compete with other vendors. Their offer must wait while the customer finishes going through demos with other similar vendors. If Acme Inc.

Hiring 120

Hiring Decision Maker Sales Cycle Vendor 120

Pointclear

JANUARY 26, 2012

Its high perceived value and standout physical features tend to get past gatekeepers, and straight to the executive desktop. Supplement your registration efforts with technology from vendors like NetFactor and Demandbase. Better yet, but more expensive, is dimensional mail, delivered by an express mail service.

Media 233

Media Direct Mail netFactor Trade Show 233