You're struggling to connect with gatekeepers. How can you break through to reach decision-makers?

Try to be close with the gatekeeper. Always be polite and get to the point fast. This will increase your credibility and thus you will earn trust to speak with the decision maker

The key here is to bypass the gatekeeper by building a direct relationship, which we can do by 'engineering serendipity' - if your prospect is attending an event, go there. If your prospect is launching a book, go to the signing. If your prospect drinks at a specific pub, go and have a cold one there and wait for them. You can find all this information on their online profiles.

A construção de relacionamento é de extrema importância para estabelecer conexão. Deixe claro quais são os objetivos, processos e resultados e assim será possível estabelecer os próximos passos.

Construir relaciones sólidas con los guardianes es crucial en ventas. No solo son obstáculos, sino aliados potenciales. Abordarlos con respeto y genuino interés en su trabajo puede transformar la interacción. Las charlas triviales humanizan y pueden hacer que sean más receptivos. Además, estas conversaciones permiten recopilar información clave sobre las preferencias y horarios de los decisores, facilitando la programación de llamadas o correos electrónicos. Una relación positiva con los guardianes aumenta significativamente las posibilidades de acceder a los tomadores de decisiones.

In my perspective, the guards are the people who are aware of what is happening or not in the company. You have to maintain a good relationship to know first-hand what is happening inside the company.

Since more people work remotely Gatekeepers aren't as much of an issue as they used to be, and if you do come up against one ask questions about the decision-maker's movements. Then call back when the decision-maker is less busy or when the gatekeeper is on lunch. Personally, I would just extend an invite to lunch somewhere they can't say no to - that new steak place that just opened up etc...

Estabelecer o relacionamento com o cliente de forma ara e objetiva e buscar pontos em comum para juntos alcançar os objetivos, o modelo ganha-ganha é um modelo onde se estabelece vínculo onde todos podemos ser beneficiados, como exemplo, em uma venda consultiva estabelecer valor na venda do serviço e/ou produto e indicar como pode alcançar eficiência ou retorno de investimento.

Gatekeepers are more likely to pass you through if they see value in your proposition. Clearly articulate the benefits of your product or service and how it addresses specific pain points relevant to the decision-maker. Tailor your message instead of giving a generic pitch. For example, “We’ve helped companies similar to yours reduce operational costs by 20%. I believe [Decision Maker’s Name] would find this beneficial given the current market challenges.” Offer useful information or resources like whitepapers or case studies. This demonstrates your expertise and positions you as a resourceful partner.

Share something valuable upfront, like industry insights or a relevant piece of information that might interest the decision maker…

Less is more. ALWAYS. Think big picture. What is the overall initiative for the company or area of the business you are trying to influence?

With LinkedIn this makes the whole process here much easier - just get your referrer to introduce you over LI. Gatekeepers are paid to keep you away so it's important to find other channels to engage.

Referrals can break down barriers quickly. If you have a mutual connection, use that to your advantage. A referral from a trusted source provides immediate credibility. If you don’t have a direct referral, build a network within the company. Engage with other employees or departments that might benefit from your offering. An internal advocate can facilitate an introduction to the decision-maker. LinkedIn is valuable here. Identify mutual connections and ask for an introduction. Mentioning a referral in your approach can significantly boost your chances of getting through.

Incluir todos os envolvidos no processo, buscar as conexões corretas no momento correto. Para estabelecer a conexão faça todo o processo de relacionamento e descoberta para depois seguir com as ações, o LinkedIn é uma ótima ferramenta para buscar os contatos e/ou entendimento da estrutura do cliente.

Aprovechar la red es de las cosas más productivas en tu trabajo. Revisa a quiénes sigue y entiende por qué los sigue. Sé franco con la intención que tienes en su conexión. Ese guardián será la llave de entrada a todas las empresas a las que vaya.

It is not an unusual scenario to struggle to get to the gatekeepers and decision makers but being persistent in connecting with them through cold emails/calls asking for a few minutes of their time to talk about the industry problem that they are facing and how we can help them with our offering. Offer them a flexible time to connect and make up their time by making it comfortable to discuss and doing social selling.

For any sales process to succeed, it's crucial to thoroughly understand the client we’re targeting and how to approach them effectively. Human connection is increasingly important, and building strong relationships with potential and existing clients is vital. In my experience, the most effective way to initiate this connection, especially when in-person meetings aren't possible, is through a phone call. A friendly, empathetic tone can make all the difference. Persistence in this approach has consistently delivered the best results throughout my career in sales.

Persistence can be annoying - "Insanity is doing the same thing over and over again and expecting different results" - use different channels (emails, events, lunch invites, podcast invites) to make your prospect feel valued and important. Don't harangue the decision-maker's assistant until they relent.

I’ve found that it is best to understand each individual’s preference in communication style. Everyone is more responsive when you take the time to learn and ask the questions that will maximize communication and collaboration.

A persistência deve ser acompanhada de classe e boa educação. Não seja aquela pessoa que o gatekeeper olha de longe e pensa "lá vem..."

suggest lunch or tickets to see the Knicks or Arsenal play. Offer something the decision-maker might actually want. You will be 1 of 100 calls the gatekeeper needs to field so make your offer something special

Be confident in your answers. Make sure you can provide evidence in the data or that you have a detailed plan to measure whatever it is that is being recommended or challenged.

Pratique a escuta ativa para lidar com as objeções, se necessário se prepare para as possíveis perguntas e alinhe as respostas com todas as possíveis objeções. Entenda o motivo de compra e avalie o perfil do seu cliente, assim será possível seguir com as objeções, criar as oportunidades e utilizar as técnicas de vendas da forma correta.

Utiliza el aislamiento de objeciones a tu favor: " No puedo tomar la reunión porque estoy muy saturado de tiempo". Respuesta: "Me parece desafiante que estés saturado sin embargo; con mi solución puedes desahogar el tiempo además de A, B y C"

Timing can significantly impact your success in reaching decision-makers. Research suggests that certain times of the day and week are more effective for initial contact. Early mornings or late afternoons, particularly on Tuesdays and Thursdays, are optimal. Be aware of the company’s fiscal calendar, product launches, or significant events that might affect their availability. Aligning your outreach with these cycles can increase your chances of getting through. Ask the gatekeeper for a better time to call back. This shows respect for their schedule and increases the likelihood of a productive interaction. For example, “I understand now might not be the best time. When would be more convenient for me to call back?”