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Outbound Sales

Gatekeeper

Gatekeeper in sales
Definition
In sales, a gatekeeper is a person – often a receptionist or executive assistant – who controls access to the decision-maker you are trying to reach.

How to work with gatekeepers

  • Be polite, brief and specific about why you are calling.
  • Use the decision-maker's name and a relevant reason for the contact.
  • Ask for help rather than trying to get past them.
  • Use other channels, such as email or LinkedIn, in parallel.

Why gatekeepers matter

Assistants often influence the decision-maker's calendar and priorities. Treating them as allies rather than obstacles leads to more conversations.

How VAEKST can help

Our reps get past the gatekeeper and through to decision-makers every day. See how we work with outbound sales. Book a meeting to talk it through with one of our growth experts.

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Related terms

Economic Buyer

The economic buyer is the person in a buying committee with the final authority to approve the budget and sign off on a purchase.

Sales Cadence

A sales cadence is a planned sequence of touchpoints – calls, emails and LinkedIn messages – used to reach and engage a prospect over a set period of time.

Objection Handling

Objection handling is how a salesperson responds to a prospect's concerns – about price, timing, need or trust – in a way that moves the conversation forward.
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