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* — so get past them by being respectful, confident, brief, and specific: use the decision-maker's name, ask the gatekeeper for help (they're allies, not obstacles), and have a one-line reason that sounds relevant rather than salesy. Multichannel helps too — an email or LinkedIn touch first makes the call warmer.
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, fake urgency, or being evasive about why you're calling. Gatekeepers spot it instantly.
Warm the call first
A prior email or LinkedIn touch (so the name is recognised) lifts your odds. Autocloz sequences email + LinkedIn + a compliant call so your dials aren't fully cold.
> Start free — warm every call with a multichannel sequence.