The Agency Gatekeeper

Entrepreneurs are so in love with opportunity that they need somebody else between them and that opportunity. I think that the people doing the qualifying of prospective clients should behave as the gatekeepers, their job to keep the bad fits out. There's a lot of sales training in the world on that very specific topic getting past the gatekeeper. And those of us on the front lines in business development, we're trying to get past this gatekeeper to the real decision makers.