Getting Past the Secondary Gatekeeper

Hey Everyone,


New to the War Room and figured I'd jump in right away.


I'm in a fairly new industry and have learned there are multiple gatekeepers at the clients I'm targeting. I get past the first and land the meetings/connections I'm trying to make, but then have to clear the second hurdle. The typical second "gatekeeper" is a Karen (sorry if I ruffle feathers) statistically speaking. Said gatekeeper is constantly pestered by reps who go directly to them, which they like because they maintain control.


I've made a point to connect with true decision makers, but have to "follow the organizational process" put forth by their company. My question is how to best approach the second gatekeeper. That individual tends to carry some weight and has the ability to make decisions, but their approval does not necessarily lead to me closing deals.


Leaving my industry out because I'd love to hear various perspectives from a number of folks. Happy to share what I'm selling after getting other's perspective.


LetsPlay2

๐Ÿ‘‘ Sales Strategy
๐Ÿ“ˆ Closing
2
Salespreuner
Big Shot
2
Regional Sales Director
LinkedIn could be a good way to approach direct
If not, engage via other social handles
If not, some sort of virtual or F2F eventsย 

All these to the person above secondary gatekeeper
Ace
Arsonist
1
CEO
Can you try to bypass and approach them directly via LI, trade shows or any other avenues?
Lumbergh
Politicker
0
Sr Account Exec
One tactic if you're getting stonewalled is to have your boss or another senior manager reach out directly - some people get high on titles and really respond to it as they feel more 'important'.

Another good tactic is to see if there is anyone at your company tangentially connected to her or her peers on LinkedIN and try to get a warm intro or recommendation.ย ย 

Most importantly, figure out what Karen actually thinks about and is MBO'd on and focus your pitch to her on how your solution is going to help her hit her bonuses and look good.ย  Then she'll care what you have to say
Chep
WR Officer
0
Bitcoin Adoption Specialist
LinkedIn and Email like some others have pointed out are a great way to bypass the gatekeeper, but sounds like with the calls you just have to make that person feel valuable and explain why you so desire to speak to the person they are gatekeeping for.
Lambda
Tycoon
0
Sales Consultant
Bypassing is a way of the past, you need to build a relationship with everyone in the process, do yuor homework, learn about the GK and work from there
CuriousFox
WR Officer
0
๐ŸฆŠ
LinkedIn, or do you have people in your network that are connected with them.
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Have you incentivized a gatekeeper?

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