Engaging the Gatekeeper

While it is always our goal to work directly with decision makers and influencers, the reality is that we must often navigate past gatekeepers first in order to have valuable conversations with our intended prospects. Every relationship in an organization, whether it be at the executive, managerial, or individual contributor, provides us with the opportunity to gain insight into that individual and the organization at that particular level of the company. Your challenge is to view the gatekeeper as a bridge to build more trust and legitimacy in the prospects organization.

In this NLE Quick Tip, Rob Mosley will help you better navigate the initial gatekeeper conversations and when appropriate, develop an additional relationship with the gatekeeper that can be leveraged as a source of access and insight throughout the organization.