How Do I Get Past the Gatekeeper?

The Sales Hunter

If there is one type of person every salesperson has more than a few pain-filled stories about, it is the gatekeeper. You don’t have to think that the gatekeeper is the person waking up in the morning with the sole intent to keep you out. Let’s first look at who is the gatekeeper.

The Lies You Tell Gatekeepers

No More Cold Calling

When I called to reconnect with a CEO I met at a conference, and who had invited me to contact her, her assistant, Joan, answered the phone. Joan and other gatekeepers can smell phoniness a mile away. The gatekeeper has left the building. Trust me, they’re on to you.

4 Ways to Get Past the Gatekeeper (No Tricks Required)

No More Cold Calling

When you have a referral introduction, there’s no need to dupe the gatekeeper. It’s tiresome reading about how to get past the gatekeeper. These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, and a waste of sales time.

Identifying Sales Prospects: Gatekeepers, Influencers, and Decision Makers

Hubspot Sales

1) The Gatekeeper. The gatekeeper is usually an executive assistant or associate to the decision maker. If the gatekeeper is an executive assistant, you should know immediately by their title. Once you’ve identified the gatekeeper, you have a few options.

Book the Best Speaker for Your 2020 Event!

Mr. Inside Sales

Still looking for the most dynamic speaker to make your 2020 sales conference a huge success? Want an even more personalized sales conference event? Then reach out to Mike today to see if your event date is still available!

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Catch & Release: Not a Closing Strategy

Mr. Inside Sales

The conference room burst out laughing and knowing nods of recognition spread around the room. I was onsite training in Montreal , Canada last week—a software company, hi everyone! and one of the sales reps brought up today’s quote as we were reviewing calls during the training.

Why Companies Hate Sales People Who Cold Call

No More Cold Calling

It can be frustrating dealing with gatekeepers, receptionists, and executive assistants. The sales person is rude to the receptionist, gatekeeper or executive assistant. Too many sales people treat the gatekeeper with disdain or like a second-class citizen.

4 Secrets for Reaching the CEO and Other Senior People

The Sales Hunter

In addition, many meetings are conference calls. BONUS TIP: Be sure to treat the gatekeeper — their administrative assistant — with the same level of respect that you would the CEO or senior level person.

Free Sales Training: 6 of My Favorite Sales Tips

John Barrows

You can do this with everything – gatekeepers, specific objections, etc. I recommend you and some coworkers (no more than four) grab a conference room, speakerphone and take turns dialing. There is no shortage of free sales training resources out there.

3 Secrets to Setting Sales Meetings with the C-Suite

Sales and Marketing Management

They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. Review a presentation they gave at a recent industry conference. The phone is also a terrific way to get past the gatekeepers. Gatekeepers are a different story. Author: Mike Schultz, President, RAIN Group Breaking through and setting sales meetings with C-suite buyers is tough.

How to Cold Call


This will help you start the call with “Hello, Mr. Fletcher, thanks for the speech at the conference in LA, it’s a shame I couldn’t have a chance to speak to you there,” not with “Hello, let me tell you about this amazing product we have.”. Many salespeople get stuck on the gatekeeper.

Tweet Less and Talk More


So how do you get past their gatekeepers and into the conference room? Toss the technology. Relationships rule in sales. The Internet is the most powerful, life- and business-changing tool created in generations.

An Obituary for the Desk Phone


As sales reps began having success with the desk phone, executives realized hiring gatekeepers to filter out prospectors was an investment worth having. Auto gatekeeping technology made cold calling a desk phone even more difficult. By: Ryan O’Hara.

Sales Game Shares 17 Helpful Tips to Reach C-Level

Score More Sales

As a very successful inside sales rep, I never bullied the receptionist or gatekeeper, and even today, when need be, we pick up the phone and usually always reach our intended party. That includes follow up from conferences and events. Image courtesy of InsideView.

Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

Sales calls the wrong people or reaches a gatekeeper, where they will ultimately get turned away or begin the tedious process of calling up the chain. Then invite them to attend the conference or offer an on-site office visit from one of our reps.

How to Build Trust and Generate Leads with a Referral Program

No More Cold Calling

I’ve just returned from three conferences, and the #1 challenge I heard sales pros repeat again and again was how to get leads in the pipe. Because what you’re already doing isn’t working. Your lead generation tactics aren’t driving bottom line revenue. That’s a fact.

The 5 Top Media for Cold Prospecting


Its high perceived value and standout physical features tend to get past gatekeepers, and straight to the executive desktop. Ruth Stevens is Founder of eMarketing Strategy , a consulting practice that assists companies in building their customer acquisition and retention strategies.

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20 Blog Posts to Guide Your Event Marketing Strategy


5 Reasons to Send Employees to Trade Shows and Conferences. There’s no way around it—industry conferences and networking events are expensive. Keep reading for our top five reasons to send your employees to industry conferences this year! The Best Marketing Conferences of 2018.

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

Hubspot Sales

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. Email Subject Lines for Sales. Hoping to help". "We We have [insert fact] in common.".

Seeing Through the Hype: Making Sense of Sales Enablement Technology

Smart Selling Tools

You know we’re at conferences, we’re listening to podcasts like this and we’re thinking gosh I’m really so far behind compared to everyone else. How do you get those guys to re-enforce that and not be the gatekeeper.

How to make sales calls [The Ultimate Guide] – Part 2


How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call. They’re not gatekeepers or obstacles to overcome, they’re potential allies who can help champion your product within their company.

A Comprehensive Guide to Talking to Prospects on the Phone

Hubspot Sales

If you work on a busy sales floor, book a conference room so you and your prospect aren't distracted by background activity. Try phoning prospects outside this timeframe to stand out, and maybe reach high-level prospects who normally have a gatekeeper screening their calls.

The Proven Process for Developing a Go-to-Market Strategy

Hubspot Sales

Gatekeeper: Blocker in getting a product implemented or approved. They might to this by reaching out to a contact list, sending warm emails , phoning leads , or gathering leads at industry conferences. Steps for developing a GTM strategy. Identify the buying center and personas.

Live Event! Win More Prospects Today: How to Dramatically Increase Your Selling Opportunities to Boost Your Sales

Keith Rosen

Then stop stressing over how to do it and attend this live, 60-minute Audio Conference that I’m delivering in two weeks and learn how to cold call and prospect like a sales champion. Join us for this 60-minute conference where you and your colleagues will get the tools to: • Learn lead generating ideas to keep your pipeline filled all year. • How to get past the toughest gatekeepers and straight to the decision maker.

40+ of the World’s Best Sales Training Programs to Get Your Team Into Shape

Sales Hacker

Dealing with gatekeepers. Known for hosting next-gen, market-moving conferences, Sales Hacker also publishes thought leadership content.

31 Simple, Yet Brilliant Lead Generation Techniques to Supercharge Your Sales Pipeline

Sales Hacker

This “lumpy mail” technique bypasses the gatekeeper and straight into the hands of the decision maker, eager to know what’s inside. In this mega guide, I’ll breakdown 31 different lead generation techniques you can use to supercharge your sales pipeline almost immediately.

Top 25 Incendiary Social Selling Secrets

Tony Hughes

Bring a camera crew to the next conference your company hosts and interview the participants. Reference a shared connection, a provocative insight, a compelling business case or a time you met someone at their company at a conference.

Selling Past the Executive Assistant

Sales Excellence

How do you get past the gatekeeper, the person who is responsible for intercepting our call or reading our email before someone else gets a chance to read it? Take a phone call, join a web conference, meet with you when you’re in town? This is a question we hear from just about everybody who’s responsible for outbound business development – for reaching out to customers as opposed to just responding to inbound leads and inquiries. How do you sell past the executive assistant?

Cold Calling Perfection – Are You Hearing This? By Kendra Lee

Sales Training Advice

If not, at the very least, you can use one of the free conference calling options that record calls. If you can refine your cold calling, you’ll get past gatekeepers more effectively, leave more compelling messages, gather more relevant information, and close more first appointments. In email prospecting strategies, one of the first things I advise is that you send yourself a draft before hitting the final send.

How to make sales calls [The Ultimate Guide]


How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call. They’re not gatekeepers or obstacles to overcome, they’re potential allies who can help champion your product within their company.

Why Sales People Hate Cold Calling By Kelley Robertson

Sales Training Advice

It takes finesse to deal with receptionists, gatekeepers and executive assistants. Kelley conducts workshops and speaks regularly at sales meetings and conferences. Cold calling is a fact of life for most people in sales. Sure, the vast majority would prefer to rely on referrals, word-of-mouth, or some other lead source that reduces or eliminates their need to make cold calls.