Prospectwise | Street Fight

Selling to Small Businesses: Getting Your Pitch Past the Gatekeepers

Geoff Michener

Selling to Small Businesses: Getting Your Pitch Past the Gatekeepers

Having better conversations with gatekeepers is one way to improve the sales process. Most inquiring sales reps tend to ask a gatekeeper when the decision maker will be available and then quickly end the sales call. This is a waste of a great opportunity to gather valuable intel. A gatekeeper can be your unwitting scout, giving you the information you need to better serve your prospective client…