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.