We have to stop calling people “gatekeepers.”
It dehumanizes them. And starts off the relationship in an adversarial way.
Let’s call them “assistants.”
And let’s give them some credit. They’re smart. And they have a job to do—protect their boss’s time.
“Assistants are much better at getting rid of salespeople than salespeople are at going above, around, through, or over them.” Art Sobczak
Ain’t that the truth.
But if we do things right, they’ll help us.
Art was the first stop on the Think Outside the Script summer virtual tour. And he dropped some major knowledge on how to make Smart Calls instead of cold calls.
We got super tactical.
Check out the slides for the takeaways.
Check out the free replay here.
P.S. I’m talking to Scott Ingram today about personal branding at 10am PT / 1pm ET! If you’re looking for tactical advice on developing a stronger personal brand as a rep, make sure to tune in.
- Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
- Think Outside the Script. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
- Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let’s talk about training and coaching.