Gatekeeper
The single most challenging factor in B2B telemarketing is working to get past what is commonly known as the Gatekeeper. These are individuals such as secretaries or administrative assistants who work diligently to prevent telemarketing agents from speaking with the decision makers. In a growing market it has become more and more difficult to get in touch with the right DM. In the telemarketing world it has now become mandatory to have a Gatekeeper solution for B2B programs. If your current call center does not offer this service than it may be time to speak with one of our sales professionals.
Tele Resources, Inc., has a standard practice that is used to train each and every B2B telemarketer before then begin taking their first call. Because the Gatekeeper best practice can be so difficult, it is important for new agents and even veterans to be worked with on a regular basis. This process has been proven over years of experience and millions upon millions of telemarketing calls.
