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Growth Driven Marketing Blog


What I am asked the most about by professional sales people is for cold calling strategies to get past gatekeepers. It is a tricky task that can frustrate even the most successful sales people. However, if growing your business is the goal, then you will have to find more new clients. That means you will have to pick up the phone and make cold calls, thus conversations with gatekeepers will be inevitable.

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I thought I would start today’s blog on ways to never get past the gatekeeper with a sports analogy.

If the process of selling was a basketball game, moving beyond the gatekeeper is akin to the inbound play. The offense can’t move the ball or score until they can effectively pass the ball into the field of play and maintain possession. Although I make the point below that the gatekeeper is NOT the enemy, they are, in effect, playing defense and your role is to find a way past the defense to engage the decision-maker.

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