What is a gatekeeper?

A gatekeeper is a person who controls access to someone else, typically a key decision-maker within a company. This could be an executive assistant, a receptionist, or a junior manager. In B2B sales, getting past the gatekeeper is often one of the first and biggest challenges. A good salesperson knows how to build rapport with the gatekeeper and demonstrate value in order to earn a meeting with the person who can actually make a purchasing decision. Partners with strong existing relationships in a company often have an advantage because they already know how to navigate past the gatekeepers.

The Monthly Buzz

Stay updated on all things partnerships with insights, guides, and best practices delivered straight to your inbox.