Live cold calling: how to get past the gatekeeper

Morgan J Ingram, Director of Sales Execution and Evolution @Jb Sales Training and David Bentham, Inside sales Director at Cognism give actionable tips and techniques on cold calling during a live cold call from the audience. This video is focused on how to get past the gatekeeper. Morgan and David go through a live cold call from the audience to the gatekeeper and discuss how to overcome the obstacles to get to the decision maker.
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TIMESTAMPS
00:00 Intro
01:30 live cold calling
02:20 Be specific
03:59 Ask a question that the gatekeeper can't answer
05:40 Don't take offense when you cant get through
06:19 Throw the gatekeeper off their rhythm
07:20 Call mobile numbers
07:37 Should you tell the gatekeeper about your product or service?
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#coldcalling
#b2bsales
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About Cognism
Cognism is the leader in premium sales intelligence, setting a new standard for data quality and compliance, trusted by 1000+ revenue teams worldwide.
Cognism helps businesses connect and win their dream customers by providing premium contact, company and event information, including firmographics, technographics, sales trigger events, intent data, verified business emails and phone-verified mobile numbers.
Next level GDPR & CCPA compliance, combined with innovative technology and integrations with leading CRM and sales engagement platforms, make Cognism the number one choice for businesses looking to create a predictable pipeline, find their next best business opportunity and overcome global compliance barriers.
For more information on Cognism’s intuitive premium sales intelligence platform powered by world-leading data, compliance and targeting, please visit www.cognism.com.

[@kudzairambanapasi5076]

He gave away too much info to the gatekeeper, he was actually starting to pitch the gatekeeper, thats a "rookiesville" as Jordan Belfort would say. Keep the intro short and make the gatekeeper believe you already have a personal relationship with the decision maker.

[@bombermahn]

"Can you help me" love that line

[@wolverineforce2068]

😂😂😂

[@Kevinjimtheone]

They mentioned that he was using the wrong tools, but didn't mention what are the tools that have the best/most-reliable mobile phone data. I wish they could've mentioned a list or pointed to another video on that subject or something. Anything apart from Cognism, of course. There's no way we can afford that. Are there any tools with reliable mobile phone data close to the Apollo prince range?

[@MrPerryA]

He needs to slow down and not explain too much.

[@BrianNeal]

I absolutely disagree with gatekeepers! There's absolutely no reason for a "receptionists" job to be to not put people through! That's totally the opposite of what her job is! I don't get why some of these busy bodies want to act that way! Why would you turn away someone who is bringing business to your company? That's like saying, I opened a business, but I don't want to do business with anyone! I just want to sit in my building and do nothing all day! What's the point of that? The receptionists of ALL companies should have ONE job to do, and that is to put calls through. When you call any company in the world, and a receptionist answers, they should all answer like this, "Hello, thank you for calling ABC Company, HOW MAY I DIRECT YOUR CALL?" Then, you tell them who you want to speak with, and off you go! If you don't know a name but know why you're calling, you ask them who is in charge of whatever and they should either tell you or send you to them! THAT should be their ONLY concern. Asking who you are, and why you're calling and perhaps telling you the person isn't there when they are and BS like that, that all NEEDS to STOP! I won't adhere to it! If I feel I am getting the run around with a person like that, I just let them have it! I will probably tell them, "Never mind, tell that person I am not interested in doing business with them because they have a rude receptionist and it's THEIR loss!" When I call someone at a certain company, unless they're not there or in a meeting and that's the truth, they better damn well put me through without any hassle, or they will have a very bad day from me!

[@blahblahblacksheep6347]

You alright?

[@EGarza-mk2mk]

Wow 😂

[@joshuab1046]

If your product/service solves a problem then finding if you even have a sale to make can sometimes be started at the gatekeeper. First preference you aren’t sure if speaking with the owner/decision maker would be appropriate since you don’t have any information on the businesses situation. Depending on what’s going on we might not be able to help them. Then get the gate keeper involved and feeling important. Ask, “just so I don’t ask you a question you couldn’t know an answer to, what um, what is your position at the business? How long have you been there?” Then you can Ask a question you want to solve as if to get a “no”. I sell advertising, so an example might be “Do you feel that your business has like, ‘way too much’ visibility?” Or “Would you say you’re over staffed?” “On most days would you say that you guys are getting too many customers?” The gatekeeper will likely say “no” one or all of these? Now you have actual problems to solve and also a reason to speak with the owner.