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Salesforce Journal Authors: Yeshim Deniz, Elizabeth White, Pat Romanski, Ed Featherston, Maureen O'Gara

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Getting Past Gate Keepers

It’s important that you realize most assistants are taught to protect decision-makers

Web 2.0 Journal

By Tom Hopkins

In business situations, when you are trying to reach the person who has the authority to make decisions regarding your product you are very likely to have to go through one or more people before reaching that person. For the sake of efficiency, there will likely be a receptionist and/or assistant who takes the initial calls for the decision-maker. It’s important that you realize most assistants are taught to protect decision-makers. Or, shall we say, screen calls so the decision-makers only speak with the [...]

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More Stories By Jeff Blackwell

Jeff Blackwell is the founder of SalesPractice.com a member-driven online sales training community and information center where anyone involved in the profession of sales can identify and access the resources needed to expand their selling skills, knowledge and expertise.