Sales Challenges: What It Takes to Get That Meeting

Looking back on my feet-on-the-street selling days, I honestly can’t decide if gaining access to a decision-maker was easier or just seemed easier. Any brain cells carrying those memories have died off from underuse or were killed off by being over-served. What I do remember is this: We were able to walk into buildings through unlocked doors. There were actual people serving as gatekeepers (receptionists, secretaries, assistants) and not technology (Caller ID, voicemail). Some buyers reserved time each month for non-incumbent vendors. There was no voicemail to prove your persistence, and no email or LinkedIn providing an alternative way to gain access. Maybe it wasn’t necessarily harder, just … different. For example, while we see voicemail as a sales obstacle, not having it meant the phone would ring and ring, and there was no opportunity to prove our persistent pursuit. Today, industry salespeople are faced with a new array of challenges blocking them from sitting opposite decision-makers — starting with the basic issue of locating someone to talk to. Between hybrid workers and myriad communication preferences, electronic walls and increased competition, obtaining face time (or FaceTime) has lottery-winning similarities. Let’s change that. Checklist to Get in the Door What hasn’t
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