Unlock the Secrets of How to Get Past the Gatekeeper and Grow Your Sales Pipeline
Learn the tips, tricks and techniques I used in over 100,000 outbound sales calls to get past the gatekeeper and reach more decision-makers.
If you’re in B2B sales, you know that navigating how to get past the gatekeeper is a make-or-break skill—especially when cold calling.
Whether you’re reaching out to prospects or high-level decision-makers, your ability to get past the gatekeeper can be the difference between a missed opportunity and a closed deal.
This sales training course is designed to equip you with proven techniques to confidently and consistently reach the right people, ultimately driving more qualified leads into your sales pipeline.
Who is this course for?
This course on how to get past the gatekeeper is for anyone working in B2B sales who uses the telephone to try and reach their potential clients and customers.
Whether you’re a complete beginner in sales or someone who’s never had training on how to get past gatekeepers before, you will get massive value from this course.
Course Introduction
Knowing how to get past the gatekeeper is crucial if you work in B2B sales and you’re job involves cold calling.
I would go as far as to say that if you do not know how to get past the gatekeeper, you should not be making cold calls.
For context, I will point out that this may not be relevant for all sales roles in all countries.
For example, in Denmark, you can find the contact details for most decision-makers on the company website and just call them directly.
However, if you’re cold calling in the UK, US, Australia and quite a few other markets, you can expect to deal with gatekeepers frequently.
But even if you’re not in a market where gatekeepers are common, you should be trained to handle them, especially if you target large companies.
What is a Gatekeeper?
Gatekeeper is a word used to describe someone who controls access to something.
In sales, it’s used to describe a receptionist, switchboard operator, or personal secretary because they control access to your contact person.
A gatekeeper’s responsibility is to protect the time of the company’s employees by filtering sales calls.
When you dial the main switchboard number and ask to speak to your contact by their name or job title, you can expect to be interrogated by a gatekeeper.
It’s a little like getting through the border control officer to get into the United States.
I had the pleasure of dealing with gatekeepers during my first business-to-business sales role in an extremely competitive telecommunications industry.
My role was to book meetings for the regional business development managers, and my days consisted of hard-core cold-calling, so I became well acquainted with gatekeepers.
They blocked my cold calls and follow-up calls, screened my emails, and did everything else in their power to stop me from doing my job and reaching my contact.
It was a never-ending battle.
After making more than 8,000 cold calls during my first three months in that role, the gatekeepers started to get the better of me.
I was frustrated, negative and going into every cold call with my battle axe ready for the fight.
A short time after, I quit my job, declared bankruptcy, and walked away from the sales profession altogether.
Thankfully, I returned a few months later, and the rest, as they say, is history.
The gatekeepers were just as ruthless, but my experience helped me develop a tougher mental attitude.
However, it wasn’t until later in my career I realised some of the biggest mistakes I made when dealing with gatekeepers and started coming up with better strategies.