How to Crack the Gatekeeper’s No More Questions Code

SalesIntel

Gatekeepers are excellent information sources if you know how to ask for it the right way. If you call a company’s switchboard and ask for a decision-maker from high management, the gatekeeper will likely refuse you access.

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.

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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.

How to Get Past the Gatekeeper, According to Sales Reps

Hubspot

Sales development representatives and gatekeepers. only to get stopped by a gatekeeper. Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to make a sale.

Identifying Sales Prospects: Gatekeepers, Influencers, and Decision Makers

Hubspot

Today’s salespeople need to know more about their prospects before conducting outreach. Here are a few ways to determine which type of prospect you're speaking with. How to Identify Sales Prospects. 1) The Gatekeeper. The self-proclaimed decision maker is a toxic prospect.

Cold Calling Guidelines for Practical and Actionable Prospecting

Zoominfo

Be upfront and transparent with your prospects. Consider these following tips to get more success in your cold calls — before, during, and afterward: Do: Research your prospect (Who are they? Anticipate gatekeepers (the jaded call operators).

Sales Intelligence: What to Expect When You’re Prospecting

Zoominfo

Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. You can then have a deliberate, thoughtful approach to prospecting into those accounts and contacts.

Every Founder Interview on the B2B Marketing Blog (So Far)

Webbiquity

The Founder Interview Series #29: Lynn Richardson and Brian Richardson, GateKeeper Systems. Today, more than 110 airports rely on software from the company he started, GateKeeper Systems. Email marketing often produces a low return and annoys more prospects than it attracts.

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

The Forward Observer

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. Do you also hate and dread prospecting, as much as I do? In the book he explains that the number one reason for failure in sales is a failure to prospect. So while there are technical barriers to breaking through in prospecting, there is one much bigger challenge.

4 Steps for Creating a B2B Value Proposition and Connecting With Your Prospect

Zoominfo

The best way to create the kind of value proposition your prospect is looking for is by addressing a need. This is an important principle to understand when you’re selling or doing a demo with a prospective buyer: They’re going to be evaluating a number of different providers in the process, and they’re going to be providing a number of different value stories. And that’s not what your prospect is looking for.

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?

Appointment Setting Amongst the Journey of Strategic Prospecting

TrueInfluence

If this blog started with the premise of how important appointment setting to strategic prospecting, your initial reaction would rightly be along the lines of “duh”. However, the attempt will be made to bring new ideas, concepts, and reinforcements of how sales and marketing can work together to make appointment setting magic within your strategic prospecting initiatives. Methods of Prospect Contact: • 4.43% of email recipients mark emails as spam based only on the email address.

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

MarketJoy

How to Identify Sales Prospects. Getting intel on who genuinely makes the purchasing decisions in a company is the holy grail of prospecting, and sometimes means working with – or through – the other categories. 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. ProspectsShare. Get a Free Quote. contact-form-7].

B2B Content Marketing: How To Get Your Prospects To Love You

The Forward Observer

This space was normally rented from a gatekeeper that could control access and exposure. To get attention, marketers need remarkable content to move their prospects through the traditional steps of awareness, interest, desire and action. Your prospects don’t care much about you; they care more about what you can do for them. Instead, focus on the problems your prospects are facing and how you can help them. 1 piece of content that moves your prospect to the lead stage.

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.

6 Rookie Sales Call Mistakes That Make Prospects Hang Up ASAP

Hubspot

You’ve made hundreds if not thousands of prospecting calls in your career, and regardless of how well you prepared or how perfect the prospect was for your offering, some of those dials resulted in hang-ups. Here are the top reasons prospects hang up on salespeople.

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

Outreach

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? Cold calls can inform buyers, engage gatekeepers, close deals, identify decision makers, and. Prospects. And yes, you can tickle your prospect’s funny bone—but only if you approach cold calls with a new mindset. in-depth prospect research) and being creative.

How to Use Sales Multi-Threading to Your Advantage

Zoominfo

Hitting an early impasse with a prospect is an age-old sales dilemma. “I Gatekeepers have the title of buyer or purchasing manager. If a cold call results in a prospect taking a meeting, I always ask: Who on your team would feel left out if they weren’t a part of this meeting?

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

Hubspot

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects?

Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. We like DAMA UK’s six parameters for data quality : Completeness : Is the company, contact, or prospect record as complete as possible? While ensuring data quality is the responsibility of a good data provider, ultimately the end user is affected – plus everyone involved downstream, such as prospects.

9 Little-Known Ways to Find New Prospects on LinkedIn

Hubspot

LinkedIn Prospecting Tips. Reach Out to Prospects in New Roles. See Who’s Commented On Your Prospects’ Posts. They keep their profiles in tip-top shape, look up their prospects' profiles before calling or emailing, and keep close tabs on what potential customers post in groups.

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The 5 Top Media for Cold Prospecting

Pointclear

The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail. prospective business buyers in just about every category can be found through the mail, even for obscure products or highly targeted niches. Business mailers generally prefer enveloped mail for cold prospecting, whether it is inside a #10 business size envelope or 6 x 9 inch or larger package.

The 7 Most Common Objections During Prospecting and How to Overcome Them

Hubspot

The Gatekeeper. A crucial yet overlooked aspect of objection handling occurs at the very beginning of the buying process, during prospecting. Prospecting is hard. The good news is you will begin to identify a set of common objections during prospecting. Prospects are busy.

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7 Situations Where Intent Data Can Lead to 5x Faster Sales Cycles

SalesIntel

Buyer Intent data provides unprecedented insight into your prospects’ behavior by tracing intent signals across the web. Your prospects are seeking a solution to an issue that you may be able to solve.

The Real Cost of List-Building: Buy or Build Your Own?

DiscoverOrg

According to a CSO Insights survey, 82% of sales teams feel challenged by the amount of data available and the time it takes to research a prospect before making a call. According to a CSO Insights survey, 82% of sales teams feel challenged by the amount of data available and the time it takes to research a prospect before making a call. Through their direct contact with prospects and customers they have access to insights that others do not.

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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? Reply Daniel Kuperman says: November 5, 2009 at 8:49 am @darren, I know what you mean… the price is indeed a big obstacle unless you are trying to network like crazy or you’re in sales and rely constantly on introductions to meet prospects.

5 Sales Plays to Build Your Pipeline Faster

SalesIntel

We have come up with the 5 sales plays to build your sales pipeline faster and allow sales reps to build a dialogue and digital relationship with their prospects. Building Your Prospect List. Play 1: Building Your Prospect List. What are the tough things about prospecting? .

Sales 52

3 Ideal Contact Profiles for a Saas Company

Apollo

Gatekeepers. Gatekeepers. Account Based Sales Prospecting Sales OpsLooking 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). Once you have your IAPs nailed down, it’s time to tackle your Ideal Contact Profiles (ICPs).

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

DiscoverOrg Sales

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. Welcome to another Whiteboard Wednesday, hosted by Steve Waters , DiscoverOrg’s Director of Sales.

Improve Your B2B Sales Process with Company and Contact Data

Zoominfo

This shift led to the intertwining of concepts and phrases like technographic data, sales intelligence, sales enablement, and sales prospecting tools. Consider contact and company data to be any data points you’d need to get in touch with the right prospects at the right time. Bypass gatekeepers. Secretaries, administrative assistants, and phone operators are often referred to as gatekeepers in the world of sales.

3 Ideal Contact Profiles for a Saas Company

Apollo

Gatekeepers. Gatekeepers. Account Based Sales Prospecting Sales OpsLooking 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). Once you have your IAPs nailed down, it’s time to tackle your Ideal Contact Profiles (ICPs).

How To Reach Decision-Makers: Simplified Appointment Setting Mantra

Only B2B

If you sell yourself well enough on an appointment setting sales call, your prospect will agree to meet with you or an account executive for an active meeting or demo. The next stage in the process is to research your prospects and their business.

Three Focus Areas for Outstanding Appointment Setting

Only B2B

Prospects: It’s critical that you don’t just “smile and dial” anyone. It’s fine to keep your efforts wide during the prospecting phase. The schedules of executives and gatekeepers are frequently incompatible.

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[VIDEO] 3 Steps to Create a Winning Value Proposition

DiscoverOrg Sales

This is an important principle to understand when you’re selling to a prospective buyer: They’re going to be evaluating a number of different providers in the process, and they’re going to be providing a number of different value stories. Let’s take a very poor example of communicating a problem: “Joe, your sales reps are spending too much time researching their prospects.” That’s what the prospect’s going to remember at the end.

Video 59

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

34 Sales Email Subject Lines That Get Prospects to Open, Read, and Respond

Hubspot

Idea for [topic the prospect cares about]". "10 Just like a gatekeeper can prevent a salesperson from reaching the manager or executive they want to get in touch with, a subject line can block a prospect from opening a sales email. A [benefit] for [prospect's company]".

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.

Why Sales Is Like a Taco

DiscoverOrg Sales

The Shell: Holding the Prospecting Relationship Together. The message I am presenting about myself (or my company and its product) and understanding of my audience (or my prospect) is represented in the packaging of my taco, aka the shell, which will ultimately reveal the tasty filling inside. For the B2B sales representative and prospect, it’s the business’s challenge or pain point. I’m not sure where this metaphor came from.

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10 SDR Techniques to Level Up Your Contact Rate

Televerde

Reaching out to prospects can be tiring and sometimes annoying. Sales Development Reps (SDRs) face a unique challenge in their attempts to make a connection in today’s digital world but their efforts actually breathe life into the prospecting undertaking. More often than not, prospects respond with “not now,” which opens the door for our SDRs to ask what their hesitation is and they can plan a more tailored follow-up for the prospect.

10 SDR Techniques to Level Up Your Contact Rate

Televerde

Reaching out to prospects can be tiring and sometimes annoying. Sales Development Reps (SDRs) face a unique challenge in their attempts to make a connection in today’s digital world but their efforts actually breathe life into the prospecting undertaking. More often than not, prospects respond with “not now,” which opens the door for our SDRs to ask what their hesitation is and they can plan a more tailored follow-up for the prospect.