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.

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.

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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.

Chief Culture Officer: Gatekeeper to Thought Leadership

The Content Factor

I enjoyed this book excerpt by Grant McCracken in AdAge, "In His Nike Work, Dan Wieden Is the Prototypical CCO" (McCracken's forthcoming book is Chief Culture Officer: How to Create a Living, Breathing Corporation.)McCracken McCracken identifies the trend called the "generous stranger," which is akin to "Pay It Forward" and "Practice Random Acts of Kindness." He tells of how Nike embodies this trend in a.

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.

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.

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 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 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.

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

DiscoverOrg

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.

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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. by Creative Stall.

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?

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).

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.

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. 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. 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. Could you make your sales process as easy as 1, 2, 3?

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. It won’t be long before self-publishing as a concept is dead.

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.

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.

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.

Tweet Less and Talk More

ViewPoint

So how do you get past their gatekeepers and into the conference room? Toss the technology. Relationships rule in sales. The Internet is the most powerful, life- and business-changing tool created in generations.

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.

[VIDEO] Whiteboard Wednesday: Increase Retention in Sales – with Data (Steve Waters)

DiscoverOrg

But you’ll have to call through the switchboard, so you’ll get a gatekeeper whose job is to make sure that you’re not going to waste that decision-maker’s time. So you call 1-800 numbers, you call through company directories, you get gatekeepers and switchboards.

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.

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. 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.

Three Ways Data Can Improve Your ABM Strategy

Webbiquity

On top of key account data, accurate contact details will allow you to bypass gatekeepers and reach decision makers faster. Guest post by Krysta Williams. Since its emergence, account-based marketing (ABM) has become the go-to strategy among B2B marketers- and for good reason.

Facebook’s Algorithm Has Unprecedented Power. Here’s How We Need to Respond

Contently

It’s hard not to be obsessed with the most powerful gatekeeper of digital content. As I write this, a single algorithm controls the flow of 40 percent of all web traffic to publisher sites. It’s the main source of news delivery to 62 percent of all American adults.

BANT Criteria in a Buyer-Centric World? No More

ANNUITAS

Vendors and sales people are not the gatekeepers of information any longer and multiple analyst reports state that buyers are generally through 50-70% of their buying journey by the time they first interact with sales.

BANT 177

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.

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].

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.

The 2 Things You Must Nail For Lead-Generating B2B Content

Marketing Insider Group

Salespeople used to be the information gatekeeper. This space was normally rented from a gatekeeper who could control access and exposure. Are you overwhelmed with the complexity of creating B2B marketing content that generates leads? A focus on two things can help it all fall in place.

What’s the Difference Between Buyer, Customer, and User Personas?

Cintell

Buyer personas encompass all of the differing roles or stakeholders involved in the purchase decision and are usually represented by decision maker, influencer, champion, and gatekeeper roles. At its very basic level, a “persona” is a character.

5 Tips To Create A Sales Call Center That Works

Marketing Insider Group

Getting past Gatekeepers, utilizing proper preparation skills, Value Propositions, and Competitive information will be essential for your Representatives to close revenue. Sales and marketing are really just 2 sides of the same coin. Yin and Yang. Push and Pull.

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