Have you ever made a call where you failed to get through to the decision maker whether cold call or warm call? Have you ever had a gatekeeper be rude to you? Or maybe you have even had a gatekeeper put the phone down on you? Perhaps the answer is yes to all three! I don't think there is anyone involved with sales who hasn't experienced at least one of the above scenarios! When I run sales seminars the vast majority of delegates tell me that they find getting past gatekeepers a major frustration and something that they wish they could improve … [Read more...]