Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Top Reps Turn Gatekeepers into Coaches
In episode 165 of Sales Leadership, Lucas and Luna explore a quiet but powerful shift in enterprise selling: turning gatekeepers from blockers into coaches. They dissect a real-world example from a midmarket software firm where a struggling rep used a simple 'pre-brief' technique to get the admin assistant of a CFO to reveal budget cycles and decision timelines. The hosts break down the psychology behind why gatekeepers open up when you stop pitching and start asking for guidance, and they share a three-step framework — reframe, request, respect — that turns a transactional…
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