Handling the Gatekeeper and Engaging Executives
Sales and Marketing Management
AUGUST 14, 2017
If your offerings are $50K or higher, be prepared when following up to talk with people that: Don’t have the authority to buy. Long sales cycles. Executives are more likely to have admins (often referred to as gatekeepers) that invariably will ask a question that sends shivers down many sellers’ spines: “Who is this and what is it regarding?”. Let’s take a step back and more closely consider the term “gatekeeper.” Handling Gatekeepers.