Gatekeepers, love them or hate them?

How do you bypass the gatekeeper?

So your first connection at your dream target company is standing in your way?


  • Because he or she is a generalist who doesn’t understand the finer points of your business proposal? Like innovative technical features, long-term benefits, or overall cost efficiency as opposed to a small price tag?
  • Because he or she prefers to present your case to the group himself/herself, maintaining total control?
  • Because he or she is personally committed to another supplier?
  • Because he or she is delegating the final decisions to the actual users, for example the drivers of company cars, without allowing you direct access? Or to divisional or subsidiary managers? Or...?
  • Because he or she… Your sales reps could surely add a few equally frustrating examples here.

So what can you do about it? How can you bypass the gatekeeper without turning him or her into a lifelong enemy?

The answer is ABM. 

Rolf Andersson
Senior Writer & Strategist

Download: Are you a dying salesman?

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