How to get past gatekeepers in B2B sales calls
Gatekeepers screen out pitches, not people. Be respectful, confident, and specific — ask for help, use the decision-maker's name, and have a one-line reason that sounds important. Here's the playbook.
Short answer: gatekeepers (receptionists, EAs) are paid to screen out *pitches*, not *people*. Get past them by being respectful, confident, brief, and specific: use the decision-maker's name, ask the gatekeeper for help — treat them as an ally, not a wall — and give a one-line reason that sounds relevant instead of salesy. A prior email or LinkedIn touch warms the call so the name already rings a bell.
What works
- Use the name: "Hi, could you connect me with {name}?" (sounds expected).
- Be brief + confident: hesitation reads as a cold pitch.
- Ask for help: "I'm hoping you can point me in the right direction…" — gatekeepers respond to respect.
- Have a specific reason: tied to a trigger, not "I'd like to introduce our product."
What fails
Tricks, manufactured urgency, or dodging why you're calling. Gatekeepers clock it instantly.
Warm the call first
An email or LinkedIn touch beforehand — so the name is already recognised — lifts your odds. Autocloz sequences email + LinkedIn + a compliant call so your dials never land fully cold.
> Start free — warm every call with a multichannel sequence.