In sales we often struggle with "getting to power" or the person "with the juice" to make a decision. Many times these people are protected by their executive assistant or "gatekeeper." After all, it's the gate keeper's job to keep their superior protected from people like you wasting their time. We can't blame them for doing the job they were hired to do.
So, what do you do to get over, through, or around the gatekeeper? I have seen it all in my twenty plus years. Some strategies are better than others and, certainly, some outcomes are better than others. One rule to remember is the gatekeeper is a very powerful person in the organization, so treat them that way. Treat them like they are a VIP and the person you actually want to speak with. If they feel like they are being treated as unimportant how do you think they will make themselves feel important again? You guessed it..."sorry, but Susan (the exec you are trying to engage) does not meet with sales people like you...goodbye." After you grab a cup of coffee and lick your wounds for an hour to regain your motivation, you realize you are actually in a worse situation that had you not called the gatekeeper.
I've got good news. There is a better and more effective approach. It comes from a line in the old Stephen Stills song, which is, "if you can't be with the one you love, love the one you're with." Now I am not advocating this as a lifestyle approach. That could wreak havoc, but when working with those gatekeepers give it a try. Treat them like you would the executive you want to meet with. I am happy to share some tried and true "talk tracks" if you like.
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