AA-ISP Frontline Friday: The Key to Getting Meetings with Decision Makers

Author: EksAyn Anderson, Author of The Key to the Gate
Posted: September 18th, 2015
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Overview

When you think of a gatekeeper, the person who decides who speaks with a decision maker, you probably think of a secretary or assistant. Today, however, technology has created another gatekeeper...noise.

Every day decision makers are bombarded with sales emails, social media posts and requests, and text messages. Those things generate a lot of noise, plus there's no way the person can read everything, so decision makers delete or ignore them.

Because of that, salespeople need a multi-pronged approach to get appointments with decision makers, says EksAyn Anderson, author of The Key to the Gate.

WHO SHOULD ATTEND?
Inside Sales reps looking to get past the gatekeeper should join EksAyn for this Frontline Friday to learn:

-How getting an appointment with a decision maker is a process, not an event
-Principles to apply when talking with gatekeepers
-Why email alone isn't a good strategy to reach decision makers
-Best practices when sending a prospecting email

ABOUT OUR SPEAKER
EksAyn is an author, sales and negotiation expert, and speaker. EksAyn has been featured on Forbes, Speaker Magazine, TV, and various business blogs and podcasts. His new book, The Key to the Gate: Principles and Techniques to Get Past Gatekeepers to the Decision Maker, has sold internationally. EksAyn has extensive selling experience, including selling to governments, associations, and other businesses. He conducts highly-rated trainings, is a member of the National Speakers Association, and is a husband and father. His educational background in psychology and life experiences have taught him not only how to connect, communicate, and sell but also how to teach you and your team how to increase your sales, negotiate with the best, and create loyal long-term clients.

Note: AA-ISP FRONTLINE FRIDAY IS FOR AA-ISP MEMBERS ONLY AND RECURS EVERY 3RD FRIDAY AT 1PM ET.

Feel free to contact us with any questions at memberservices@aa-isp.org or call 1-800-604-7085 ext 130.

Categories

Frontline Reps, Appointment Setting, Cold Calling, Phone Sales, Prospecting, Email, Sales Process, Sales Tips, Sales Training

Keywords

Pitches, Sales Skills, Research, Social Media, E-mail, Follow up, Calender, Time Management, Lead Generation, Meeting, Scheduling, Appointments, Product Knowledge, Purpose of call, Warming Up, Appointment Setting, Gatekeepers, Inside, Inside Sales, Telemarketing, Building a Pipeline, Products, Software, Networking, Word of Mouth, Databases, Structure, Call to Action, Methods, Organization, Questions, Opening, Tricks, Pipelines, Role play, Guidelines, Shadowing, Tools, Information, Effectiveness, Time Investment, Ongoing Training, Ride-alongs

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