Glossary
Gatekeeper
The short answer
The receptionist, assistant or phone menu that stands between a caller and the decision maker.
Gatekeepers exist to filter. Sales training spends enormous energy on getting past them, which is effort spent solving a data problem with a conversation.
The cheaper answer is to not meet one. A mobile or a genuine direct dial bypasses the gate entirely.
Where a gatekeeper is unavoidable, being able to name the specific person and reference a real reason to call moves the odds considerably.
How we handle it
Delivering mobiles and confirmed direct dials removes the gatekeeper from most of the calling day.
Related terms
Keep reading
Switchboard number
A company main line that routes to a receptionist, a queue or an automated menu instead of a person.
Direct dial
A phone number that rings one named person at their desk or through their own extension, without passing a switchboard.
Connect rate
The share of dials that reach a live human, the clearest single signal of list quality.