Sales Gravy
SEPTEMBER 9, 2022
Hall of fame-nominated marketer and Wall Street Journal cartoonist Stu Heinecke discovered that he could get past traditional gatekeepers and reach those elusive executives by thinking outside the box and using personalized approaches that he calls "contact campaigns".
Janek Performance Group
OCTOBER 17, 2022
The gatekeeper keeps dropping my calls into voicemail. On YouTube, I may watch a comedian with the purpose of borrowing a joke to use as an ice-breaker with a gatekeeper or a prospect. The prospect is not returning my calls. It’s impossible to connect with the decision-maker. I’m going to miss my numbers. Maybe I don’t belong in sales.
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Increase Sales
MAY 15, 2013
It shouldn’t, but if you view the “EA” as just a gatekeeper, put there to make your professional life difficult, you’re missing one of the most important success factors in your quest to reach the CEO. I said the most important person in the C-suite wasn’t the CEO. But if it’s not the CEO, then who is it? It’s the CEO’s executive assistant.
The Pipeline
FEBRUARY 16, 2016
Stu lays out why you need to stop thinking about the executive assistant or admin as a gatekeeper, and view them as your gateway to success in meeting with anyone. First, the book has personality, one of the reasons it is such a great read.
SalesLoft
OCTOBER 3, 2016
This post was written by Manny Alamwala, a Sales Development Rep at Vision Critical in Toronto and creator of The Sales Journal. It’s your responsibility to be the gatekeeper. I noticed at the bookstore, several types of journals to help us become more productive in our personal lives. Time can seem to slip away from us.
Sales Hacker
DECEMBER 14, 2017
Actionable Takeaway #6 : Record your learnings in a journal (physical or digital) so you don’t forget how much good came from early failings. Specifically , listen to the answers prospects give to your open-ended questions. The better the question, the more they talk.
Sales Hacker
MARCH 2, 2020
Hall-of-fame-nominated marketer and Wall Street Journal cartoonist Stu Heinecke discovered that he could get past traditional gatekeepers and reach those elusive executives by thinking outside the box and using personalized approaches that he calls “contact campaigns.”.
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