The cold call Gatekeeper is a menacing specter for the intrepid sales hunter.
Maybe that’s because most sales training treats the Gatekeeper as a quasi-mythical beast that must be slain in order to reach the prospect and set the appointment, viciously frothing and snapping to ward off intruders.
But these days, it turns out the Gatekeeper is a fairly mild-mannered adversary. While receptionists and assistants still exist, today’s decision makers increasingly rely on caller ID and voicemail as their defense against unsolicited calls. And the rise of the robot Gatekeepers creates a new opportunity to get a leg up on your competitors. Here’s how: