What is the best way to handle Gatekeepers?
Contrary to what most sales people think, their number one responsibility is not to keep us out! Their number one responsibility is to help their bosses.
On the surface you might think that includes a line in their job description that does say ‘keep sales people out’, but their real job is to help their boss be successful, and in the right circumstances, we can help them do that.Since more people (including us) want more of the bosses’ time than there is time available, good gatekeepers are invaluable in helping their bosses’ sort through what can actually help them do their job better and what won’t or can’t. Continue reading “Handling those pesky Gatekeepers, or Gatekeepers can be your friend”