Hello and welcome to this course on getting past the gatekeeper. In this course, we'll show you how to reach more decision-makers with your b2b sales calls. This course is divided into three modules, modules one and two will give you a brief overview of gatekeepers and useful methods and tactics for getting past them, and module three goes over pre-call intelligence gathering, by the time this course is over, you'll be equipped with the tools and methods you need to get past gatekeepers, so you can make more sales. So, without further ado, let's dive into the first module. Okay guys, welcome to module one. In this module, our trainer will give you a brief overview of gatekeepers and some ideas of how to get past them, so get ready to take some notes, and let's jump right in.

Anyone can approach an organization; not everyone can get in. The first step in business-to-business sales is getting in the door. It doesn't matter if you have the greatest product or the most dynamic presentation if you can't get in front of the decision maker. That decision maker is often highly guarded by a savvy gatekeeper who screens out sales calls--leaving even talented, experienced salespeople frustrated by their inability to get access to the right people. The experience of selling to a business isn't limited to salespeople. At some point, many people find the need to approach an organization, whether it is selling an idea or service, for fundraising needs, or even just selling personal credentials in an interview or audition. Success in these "sales" approaches comes through impressing key decision makers. Unlike many sales books and trainings that focus on what to do once you have an appointment to sell, The Key to the Gate addresses how to get the initial appointment and offers proven methods for getting through to the decision makers. Influence isn't always where you expect, and The Key to the Gate presents specific principles and techniques that can work wonders in getting you the appointment.

Beyond the Gatekeeper State explores the dynamic changes occurring within and between African states, and the international system since the turn of the century. Frederick Cooper’s model of ‘gatekeeper states’ – shaped as much by their international links as by their domestic practices – provides the basis for the contributors’ thinking about international relations in Africa and the wider international system. The chapters explore the political implications of Africa’s new relations with the old super-powers, former colonial powers, and the emerging powers from the South. These new relationships reflect and affect changing technology, infrastructure, and resource flows within and between African states. Drawing on both rich empirical cases and theoretical approaches, the book interrogates the implications of these changes on how we think about states and state systems. Exploring the impact of changing technology, finance, and resources on African politics, Beyond the Gatekeeper State will be of great interest to scholars of African Politics and International Relations (IR), as well as African Studies, IR, and the politics of the Global South more broadly. This book was originally published as a special issue of Third World Thematics.

In the fall of 1999, New York Times education reporter Jacques Steinberg was given an unprecedented opportunity to observe the admissions process at prestigious Wesleyan University. Over the course of nearly a year, Steinberg accompanied admissions officer Ralph Figueroa on a tour to assess and recruit the most promising students in the country. The Gatekeepers follows a diverse group of prospective students as they compete for places in the nation's most elite colleges. The first book to reveal the college admission process in such behind-the-scenes detail, The Gatekeepers will be required reading for every parent of a high school-age child and for every student facing the arduous and anxious task of applying to college. "[The Gatekeepers] provides the deep insight that is missing from the myriad how-to books on admissions that try to identify the formula for getting into the best colleges...I really didn't want the book to end." —The New York Times

Reverend Albert Cleage Jr. and the Black Prophetic Tradition: A Reintroduction of The Black Messiah considers how Albert Cleage Jr., in his groundbreaking book of sermons, The Black Messiah (1969), reconfigures the rules of the game as it relates to Christianity and the social political realities of Black people in Detroit and across the country. Taking a rhetorical approach, this book explores how and what The Black Messiah (1969) has contributed to the broader scope of Black Liberation Theology and Black religious rhetoric. Scholars of rhetoric, communication, religious studies, and African American history will find this book particularly useful.

"The first in-depth, behind-the-scenes look at the White House Chiefs of Staff, whose actions--and inactions--have defined the course of our country. Since George Washington, presidents have depended on the advice of key confidants. But it wasn't until the twentieth century that the White House chief of staff became the second most powerful job in government. Unelected and unconfirmed, the chief serves at the whim of the president, hired and fired by him alone. He is the president's closest adviser and the person he depends on to execute his agenda. He decides who gets to see the president, negotiates with Congress, and--most crucially--enjoys unparalleled access to the leader of the free world. When the president makes a life-and-death decision, often the chief of staff is the only other person in the room. Each chief can make or break an administration, and each president reveals himself by the chief he picks. Through extensive, intimate interviews with all seventeen living chiefs and two former presidents, award-winning journalist and producer Chris Whipple pulls back the curtain on this unique fraternity, whose members have included Rahm Emanuel, Dick Cheney, Leon Panetta, and Donald Rumsfeld. In doing so, he revises our understanding of presidential history, showing us how James Baker and Panetta skillfully managed the presidencies of Ronald Reagan and Bill Clinton, ensuring their reelections--and, conversely, how Jimmy Carter never understood the importance of a chief, crippling his ability to govern. From Watergate to Iran-Contra to the Monica Lewinsky scandal to the Iraq War, Whipple shows us how the chief of staff can make the difference between success and disaster. As an outsider president tries to govern after a bitterly divisive election, The Gatekeepers could not be more timely. Filled with shrewd analysis and never-before-reported details, it is a compelling history that changes our perspective on the presidency."--Jacket flap.