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Welcome to the GTM Launchpad newsletter! Each week, I will share a sales play to help you grow your business, level up your sales game and succeed in the trenches

Gatekeepers? Not as common but still a thing…

Let’s be real most of us aren’t running into gatekeepers as much these days. In a remote world mobile numbers are gold and that’s what we’re all chasing

But every now and then you’ve got to call the main line. And when that happens? Boom you’re face-to-face with the human firewall

If you and your team still find yourselves running into gatekeepers this issue is for you.

We’re breaking down how to confidently get past them, reach decision makers faster and keep your deals moving. Because while gatekeepers aren’t the enemy they can slow you down unless you know how to work around them

Let’s get into it

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Ever feel like gatekeepers were put on this planet just to ruin your day? You call up a company ready to drop some value bombs and boom you’re blocked

"They're not available right now. Can I take a message?"

And just like that you’re stuck in voicemail purgatory

Listen gatekeepers aren’t the enemy. They’re just doing their job. But if you want to reach the real decision-makers you need a better game plan. So let’s break it down

3 ways to sneak past the gatekeeper like a pro

1. Sound like you belong
Gatekeepers can smell a sales pitch from a mile away. Instead of sounding nervous or over-explaining, talk with confidence like you were already supposed to be connected. Try this:

❌ "Hi, can I speak to John?" (Instant red flag)
✅ "Hey, is John around?" (Casual, confident, and way more natural)

Pro tip: The less you say, the less they can block you

2. Don’t sell. Just be human.
Most reps make the mistake of pitching to the gatekeeper. Big mistake. You’re not trying to close them. You're just trying to pass through. Be cool, be real and build some rapport.

Try:

"Hey maybe you can help me out. I don’t want to waste John’s time if I’m not a good fit who’s the best person to talk to about [your offer]?"

People love feeling helpful. Use that to your advantage

3. Go around the front door
If the gatekeeper’s got a fortress built around the decision-maker try a different route

Call before or after hours – Execs often pick up before their assistant gets in
Use a different channel – Send a LinkedIn voice note or even a FedEx letter. (Yeah, old school works.)
Get a referral – A mutual connection makes gatekeepers way less skeptical.

The Bottom Line

Gatekeepers aren’t your enemy but they are the key to getting what you want. Treat them with respect, talk with confidence and use smart workarounds when needed. You got this.

Now tell me what’s the best (or worst) gatekeeper story you’ve got?

Stay scrappy, stay winning

Explore. Engage. Evolve.

🎥 Must-Watch Video: Getting Past The Gatekeeper In Sales | Sales Training

Jeremy Miner's "Getting Past The Gatekeeper In Sales" is a sales training video that focuses on overcoming one of the biggest challenges in sales—gatekeepers. Here’s a quick breakdown of the key takeaways

• Mindset Shift

• Tone & Delivery

• What to Say

• Redirect the Conversation

📚 Book of the Week: The ONE Thing by Gary Keller and Jay Papasan

Let’s talk about focus. You ever feel like you’re doing everything but not actually making moves? That’s where The ONE Thing comes in. This book by Gary Keller and Jay Papasan is all about locking in on the most important thing at any given time whether it’s crushing your quota, building better habits, or finally hitting the gym instead of just talking about it.

🔹 Sales teams are using this to close more deals
🔹 Companies are helping employees level up
🔹 Even churches are hopping on the trend

You Want Less?

• Fewer distractions, less burnout and way less stress from your overflowing inbox.

But You Also Want More?

• More money, more time and more wins on the board

Good news: You can have BOTH. This book will help you

✅ Cut through the noise
✅ Get better results, faster
✅ Build unstoppable momentum
✅ Actually enjoy what you do (imagine that!)

So what’s YOUR ONE thing?

Bonus Sales Tactics 🤑

Since we’re all about focus, momentum and cutting through the noise here are three quick-hit sales tips to keep you locked in and closing deals this week:

1️⃣ Block time for your ONE thing

Let’s be real, your calendar is probably a war zone of meetings, follow-ups, and quick check-ins that somehow last an hour. Block out time for your most important task (prospecting, closing, whatever moves the needle) and treat it like a non-negotiable meeting. If it ain’t scheduled, it ain’t happening.

2️⃣ Master the gatekeeper game

Getting to decision-makers is an art. Instead of fighting the gatekeeper, make them your ally. Sound confident, be friendly, and ask for help: “Hey [Name], maybe you can help me out…” People love feeling important use that to your advantage.

3️⃣ Simplify your sales process

Too many steps lead to lost deals. Keep it clear, easy, and friction-free for your prospects. Focus on one key pain point, one clear next step, and one simple CTA. Confused buyers don’t buy so make it stupid simple.

Go make some magic happen this week!

Keep pushing, keep closing and never let a gatekeeper slow you down

Thanks for reading, see you again next week at 8 am MST!

- Tom Slocum ✌️

P.S. Keep an eye on your inbox for next week’s issue—it's gonna be a gamechanger

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