The Founder Interview Series #29: Lynn Richardson and Brian Richardson, GateKeeper Systems

Webbiquity

Today, more than 110 airports rely on software from the company he started, GateKeeper Systems, to manage these critical functions. Here’s their story of the founding, growth, and transition of GateKeeper Systems. GateKeeper Systems provides “business improvement” software to commercial service airports, focused on two areas of airport operations: ground transportation and airfield inspection. Needless to say, these are challenging times for the air travel industry.

The B2B Sales Rep’s Guide to Getting Past Gatekeepers

Zoominfo

Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. Essentially, gatekeepers hold the key to B2B sales success. If you can’t convince a gatekeeper you’re important, you can kiss that sale goodbye. Today we uncover six methods to help you bypass gatekeepers and reach prospects faster. Treat gatekeepers with respect. Use the gatekeeper as your resource.

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3 Rules for Getting Past the Gatekeeper the Right Way

BOP Design

If you work in sales, then you know getting past the gatekeeper of an organization can be an insurmountable challenge. You have a product or service worthy of the attention of the business owner, but the gatekeeper won’t put the call through. I’ll tell you what you can do, follow these three rules and the gatekeeper may just put your call through. You know who you need to talk to, so kindly ask the gatekeeper to put your call through.

How to Get Through the Gatekeeper & Raise Brand Awareness Using Marketing Automation

Lead Liaison

Sometimes the easiest way to not only get through the gatekeeper, but to get your prospect’s attention is to deliver the “WOW” factor. See, most gatekeepers see the same emails. The post How to Get Through the Gatekeeper & Raise Brand Awareness Using Marketing Automation appeared first on Lead Liaison. They get the same phone calls. You are just one of many, and most are boring. If you were in their position, what would happen if you received something super personal?

What brands and consumers get from long vs. short form content

Biznology

Brands act as filters or gatekeepers for consumers who need the articulation of a simple promise and someone or something to cut down on the avalanche of contextual content we’re tempted to sift through. Many of us still welcome that brand gatekeeper in the presence of ever more “cookie cutter “or irrelevant content being pushed out by marketers.

B2B Reads: Business Storytelling, Human Touch, and Video Lead Scoring

Heinz Marketing

Learn How to Get the Gatekeeper on Your Side. Prospecting shouldn’t be so scary, so why is getting past the gatekeeper and finding qualified leads so hard?

B2B Marketing Needs One Giant Step…Backwards

Marketing Craftmanship

In the dark ages of B2B marketing communications, circa 1980, the goal was to get your snail-mailed communications past the office gatekeepers (a/k/a “executive assistants”), and onto the desks of your targeted decision-makers. Most often, however, the sheer volume of first-class mail processed every morning by office gatekeepers made it more likely that your personalized pitch letter and costly sales brochure would end up, unopened, in the garbage can.

3 Questions to Ask to Get to the Decision Maker

Sales Intelligence View

There are often several gatekeepers between you and the ultimate decision-makers, and it’s not always easy to know how to get by them. Another way to get past the gatekeepers is to mention the head of the department to whom you are selling. The most important thing to remember, outside of these 3 questions, is that the nicer you are to the gatekeeper, the better chance you have to get through the gate.

The Networker's Dream

The Effective Marketer

How do you get pass that low level gatekeeper and get an introduction to the real decision maker at the company?

7 Strategies to Convert More Leads with Less Time and Money

Marketing Insider Group

Sales teams aren’t information gatekeepers anymore. Gatekeeping information and publishing content for its own sake don’t do you any favors. Everyone wants to convert more leads. Statistics say over 80% of leads will never convert into a sale. Hear that? Never.

How to Hire the Best Talent for Your B2B Marketing Agency

Webbiquity

They can essentially act as gatekeepers to the job market and ensure that the best talent is represented. Contributed post. Your marketing team is the core of your business. Without the right team, your B2B marketing agency will struggle to attract, retain, and produce exceptional results for business clients. That’s why it’s vital to recruit and build your team the right way. Here are a few key considerations to keep in mind. Offer Compelling Incentives.

Agency 100

7 Ways Marketing Can Empower Sales

eTrigue

Faced with more decision makers, influencers, and gatekeepers, sales teams need all the help they can muster to target and prioritize prospects, and reach them with. How marketing automation can empower sales, accelerate the sales process and drive more sales. The post 7 Ways Marketing Can Empower Sales appeared first on eTrigue. alignment B2B Marketing Sales Enablement B2B education marketing sales alignment

Incentives in B2B market research

Savanta

B2B decision makers are time poor, under pressure and protected by Gatekeepers (e.g. One of the toughest aspects of conducting a B2B research study is securing the support of a hard-to-reach target audience. their PA). These are all features which make them less likely to take part in surveys and interviews, but with the right approach B2B respondents can be persuaded to take part in research. So, what’s the trick?

How To Lead With Customer-Focused Content

Tony Zambito

That is the role of “gatekeepers” specifically for content. The fact that senior decision-makers may choose to employ the use of “content gatekeepers” to administratively handle the volume of content is telling in of itself. While the content medium has changed to digital and the stream of information has exploded, the function of gatekeeping is resurrected in a different capacity. by Creative Stall.

The Light Bulbs Have Ears: Why Listening Is Voice-Activated Devices' Most Important Skill

Customer Experience Matrix

This gatekeeper function is already at the center of the business models for Amazon, Facebook, Google, Apple and others (increasingly including non-net-neutral broadband operators). The gatekeepers’ control over their customers’ experience means that marketers will increasingly need to sell to the gatekeepers to earn the opportunity to reach consumers.

Improve Your B2B Sales Process with Company and Contact Data

Zoominfo

Bypass gatekeepers. Secretaries, administrative assistants, and phone operators are often referred to as gatekeepers in the world of sales. Of course, it’s not impossible to gain access to top sales prospects by first speaking to a gatekeeper. Whether you prefer email or phone conversations, a direct dial phone number or email address can be instrumental in navigating past gatekeepers to get your product or service in front of those who matter most.

The World May Be Ending But, If Not: 3 Tips To Be a Better Marketer in 2017

Customer Experience Matrix

Instead of dealing with Apple, Facebook, Google, and Amazon for different purposes, individuals will get a more coherent experience by selecting one gatekeeper for just about everything. This will give gatekeepers more complete information for each customer, which will let the gatekeepers drive better-tailored experiences. Gatekeeper marketers will still have to build trusted brands, but this will become less important.

Selling is Easy! (If You Get the Right Support)

Tomorrow People

But pick up any book on selling written before 2011 and there will be lots of chapters about ‘getting past the gatekeeper’ and ‘overcoming objections’ etc. You want your salespeople speaking to as many decision makers as possible and not wasting time getting fobbed off by receptionists and other gatekeepers. Could you make your sales process as easy as 1, 2, 3?

Selling is Easy! (If You Get the Right Support)

Tomorrow People

But pick up any book on selling written before 2011 and there will be lots of chapters about ‘getting past the gatekeeper’ and ‘overcoming objections’ etc. You want your salespeople speaking to as many decision makers as possible and not wasting time getting fobbed off by receptionists and other gatekeepers. Could you make your sales process as easy as 1, 2, 3?

3 Ideal Contact Profiles for a Saas Company

Apollo

Gatekeepers. Gatekeepers. Looking to build a more predictable pipeline ? Let us show you, step-by-step, how to set up an ABS strategy for your team. Let’s Get Down to Business, To Tackle Your Ideal Contact Profiles (ICPs).

The Coming Death of Self-Publishing

B2B Memes

The traditional model is built around a system of gatekeepers—agents, acquisitions editors, and other publishing professionals whose role is to make judgments about what will and won’t be published. And by cutting out the middlemen—all those traditional gatekeepers and their expenses—authors now have the potential to make much more money from their works. It won’t be long before self-publishing as a concept is dead.

Creative Cold Calling: Make Your Prospect Smile by Changing Your Intent

Outreach

Cold calls can inform buyers, engage gatekeepers, close deals, identify decision makers, and. What if I told you that you could engage your prospects in meaningful conversations on the phone—nay, even make them smile—by changing your techniques in a few simple ways? You heard that right. The much-maligned cold call can bring cheer to a total stranger. Prospects. Smile. . So yes, cold calling can still make a difference.

Of the 3 Sales Prospecting Attitudes, 2 Guarantee Failure. Which One Do You Have?

The Forward Observer

They tend to surrender to gatekeepers and when they do get through they are terrified that they won’t keep the prospect’s attention. The number one reason for failure in sales is the failure to prospect. And the most important ingredient for success is having the right, realistic, practical attitude about prospecting. T uesdays with Chad. A series inspired by my regular attendance at Sandler Training Sales Mastery, lead by Chad Stenzel in Norfolk, Virginia.

How to Identify Prospects: Decision Makers, Gate-keepers and Influencers

MarketJoy

Gatekeeper. Or, you can simply find away around the gatekeeper, for example using sales activities that approach decision makers “out of office” such as at networking events or in the evening. Getting to know the gatekeeper is always the preferable route, as they know the decision maker’s priorities, pain points, and schedule – all information you may need to create a favorable response. Share. Get a Free Quote. contact-form-7].

A B2B Sales Rep’s Guide to Selling to the C-Suite

Zoominfo

If so, you know how tough it can be to connect with busy executives, To add insult to injury, executive-level assistants are trained to be gatekeepers. Work with a B2B data provider like ZoomInfo to access the contact information you need to bypass gatekeepers, increase connect rates, and close more deals. Have you ever tried to set up a meeting with a senior-level contact?

B2B Marketing Leaders, Can You Brief Your Consultants on Your Buyers?

Cintell

Are you a buyer insights gatekeeper? If your company does actually have buyer data, are you sharing it throughout the organization, or are you a gatekeeper and it is trapped in a powerpoint or pd f somewhere? B2B Marketing Leaders, Can You Brief Your Consultants on Your Buyers? You hire specialists. But no matter how good they are at their jobs, you still have to brief them on your project.

3 Truths for Selling to the C-Suite

Televerde

They’re the gatekeeper of the financial statement and have to be able to speak the language of sales, marketing, IT and Ops while being a gatekeeper for the CEO. What does the C-level care about? Selling to the C-suite can seem daunting but it’s really quite simple. For example, although CEOs are notoriously difficult to access, the reality is that once you get that meeting, CEOs are the easiest people to talk to.

Using Buyer Personas in B2B Blogging

SmartBug Media

In the B2B world where you’re writing, you’re trying to reach decision makers, gatekeepers, managers, and C-suite executives. For B2B companies, you’ll want to develop at least 2 personas to start, because the goals and motivations for a CEO are vastly different from those of a gatekeeper. In other words, the language you’d use to speak to a gatekeeper is different than what you’d use to communicate with a CEO.

Data-Agnostic? See How Data Quality Affects ROI in This A/B Test

DiscoverOrg Sales

It’s easy to see the correlation between data accuracy and sales efforts: If phone numbers are correct and link sales reps directly to their buyers, they can spend more time talking to likely prospects at the other end of the line, rather than shaking down a phone tree of gatekeepers. 50% fewer encounters with gatekeepers. Researchers using DiscoverOrg data were stopped by gatekeepers half as often as those using sales data from the other leading data provider.

A/B 75

Audience over ego

ConvertKit

Why am I concerning myself with the opinions of gatekeepers, whereas the people that matter here are my readers. He was so grateful for his first book deals and what they did for his career, but he didn’t want to be reliant on gatekeepers to keep moving forward.

How to Find Decision Makers in Complex Sales: A 7-Step Process

Outreach

A few, like gatekeepers, don’t necessarily make purchase decisions but are instrumental in facilitating--or slowing down--the buying process. 7 Gatekeeper. In the complex world of B2B Sales, the typical buying group for a B2B solution can involve 6 to 10 decision makers , according to Gartner. These stakeholders have unique perspectives, personalities, problems, and priorities, and can sometimes conflict with each other.

B2B market research – 10 unique features

Savanta

And before you even have the opportunity to persuade them you need to get past any ‘gatekeeper’ such as a secretary or PA. The support of this individual is invaluable in getting past gatekeepers and persuading respondents to support the research. Is B2B market research really that different from B2C? Well in a nutshell, yes. In this blog post Circle’s Andrew Dalglish explores the 10 key differences that make B2B research unique.

A Step by Step Guide to Creating an ABM Strategy For Each Account

Listenloop

This will ensure you don’t have to go through too many gatekeepers to make a sale. Account Based Marketing (ABM) lets you personalize the strategies you use to engage and connect with individual prospects based on their behavior, interests, and specific needs.

Content Teams Can Drive Sales by First Empowering Salespeople

FunnelCake

Gatekeeping Today, buyer journeys are long and complex, and typically involve multiple stakeholders. Many companies keep nurturing and sales separate, which is a missed opportunity for trusted sales partners to also be perceived as gatekeepers.

A B2B Sales Rep’s Guide to Meeting with the C-Level

Zoominfo

To add insult to injury, executive-level assistants are trained to be gatekeepers. Keep reading if you’re ready to bypass gatekeepers and set more meetings with the C-Level. Work with a B2B data provider like ZoomInfo to access the contact information you need to bypass gatekeepers, increase connect rates, and close more deals. Have you ever tried to set up a meeting with a senior-level executive?

Is the B2B Market Finally Improving Its Overall Sales and Marketing Messaging?

Navigate the Channel

If you are cold calling, then your representatives will likely run across gatekeepers rather than decision-makers. These gatekeepers should not be trampled over, as many of them actually help executives make decisions. You may also be able to find out a great deal of information about the decision-maker from the gatekeeper.

A B2B Sales Rep’s Guide to Selling to the C Level

Zoominfo

To add insult to injury, executive-level assistants are trained to be gatekeepers. Work with a B2B data provider like ZoomInfo to access the contact information you need to bypass gatekeepers, increase connect rates, and close more deals. Have you ever tried to set up a meeting with a senior-level executive? If so, you know how tough it is to connect with busy executives who are never in their office, rarely answer their phones, and seldom reply to voicemail or e-mail.