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Who is a Gatekeeper in sales?

In sales, a gatekeeper is someone who screens marketing and sales experts before they speak with a company leader or owner. They are frequently found in large companies, where they listen to a salesperson’s pitch to know if their offering will benefit the company in any way.


Tips to Get Past Gatekeepers

Gatekeepers can be frustrating, but they are not impossible. Here are some tips on how best to deal with them and eventually get past them so that you can successfully close a sale.


  • Research on the prospect, and use your research to establish trust
  • Consider social media engagement such as LinkedIn In-mail and Twitter
  • Get referrals from your network
  • Don’t be afraid to assert yourself
  • Prepare your responses ahead of time
  • Never give up – persistence pays off
  • Take advantage of their knowledge
  • Be direct and truthful
  • Skip the gatekeeper altogether and explore other options!

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