A person performing the role of a gatekeeper has one purpose: to protect the decision-maker’s time. And it’s the salesperson’s job to help the gatekeeper realize he or she’s important enough to earn a meeting with the boss.
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6 steps to get past the gatekeeper
Gatekeepers are probably one of the top causes of insomnia among sales professionals — often because salespeople don’t know how to get past them.
Getting your salespeople past the gatekeeper
The greatest barrier many salespeople face is known as the “gatekeeper,” the one who figuratively holds the key to the decision-maker’s door.
