A gatekeeper in sales is someone who intercepts marketing and sales experts before they can speak with the decision-makers, C-level executives. The goal is to prevent interruption from bothersome visitors and callers.

The gatekeeper will listen to the salesperson’s outreach and then determine whether it will benefit the company and allow access to the founder or the person in charge, or not.

Getting past the gatekeeper is one of the most challenging aspects in B2B sales.