Be kind and express your gratitude for their assistance, whether or not they connect you with their supervisor. Getting angry or nasty will blow your chances of getting the sale. They are the first contact with sales teams, so it’s essential to be polite. Respect the receptionists, assistants, and phone operators. Here are some helpful pointers in getting past the gatekeeper: Be Respectful They are the ones who establish a positive or negative image and the subsequent customer experience. They act as a shield, keeping away any unwelcome distractions or potential time wasters that would otherwise divert their attention away from their primary obligations. On the other hand, gatekeepers act as a screening tool, carefully sifting out any deals or interactions they deem non-viable to go through to their seniors.

These gatekeepers may also be unfamiliar with the company’s vision, mission, values, and brand, making your job as a salesperson more difficult. They could be the most recently employed employees who are unfamiliar with the company’s organizational structure. Gatekeeping may be deemed a stumbling block when the individual you’re dealing with isn’t adequately trained on how to do their job. There are two ways we can look at this situation: Gatekeepers are usually the first people salespersons contact, either through phone or email.

Once approved, they then either organize a meeting with the business owner or gently inform them that the company isn’t interested. They commonly feature in major firms and corporations, where they listen to a salesperson’s material and determine whether it will benefit the company. Who Are The Gatekeepers In Sales?Ī gatekeeper in sales is someone who intercepts marketing and sales experts before they speak with a company owner or leader. Thoughts on how you approach prospecting enterprise accounts like these?”īefore we begin, let’s first look at just who a gatekeeper is in business. I don’t want to just rely on email campaigns to the individual prospects. “ Getting past the gatekeeper is really frustrating our reps – in most cases, these gatekeepers know nothing about the business or org chart and wont transfer to a direct name.Īs a result, our Enterprise SDRs are hitting a wall when calling into their target accounts.

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