When you're making sales calls, getting passed the gatekeeper can be Herculean task. The gatekeeper is the individual that fields sales calls and protects his/her boss from solicitations.
Getting passed the gatekeeper is an art. Some things that can be helpful to your are learning the gatekeeper's name before you call on the decision maker in the organization, handwritten greeting cards, and little bags or boxes of chocolates.
Check out this show that GBN co-founders, Lisa Torres and Tyrone Turner (that's me!), did in April 2008 discussing this topic.
I hope that you find this helpful.
Happy selling,
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