Flip the Gatekeeper Script and Land More Decision-Maker Conversations

Reps don't get stuck at the gatekeeper because of what they say, they get stuck because of how they sound. In the first five seconds, gatekeepers run an automatic screen, and most sales openers trigger it immediately.

Jack Frimston and Zac Thompson built an outsourced sales agency on a phone-first, psychology-led approach, and their whole method is designed to make reps sound nothing like a typical cold caller. They treat the gatekeeper not as an obstacle, but as a puzzle to solve.

In this session, they'll break down the exact language, tone shifts, and pattern interrupts that flip the gatekeeper dynamic, including what to say when you're asked "what's this about?" and how to turn a "they're not available" into useful org intel.

You'll also learn how to navigate past the gatekeeper into the wrong person, and how to use calls, email, and LinkedIn together to eventually reach the right DM.

What You'll Learn:

• The psychology behind gatekeeper screening and why standard openers get reps shut down immediately
• Pattern interrupt scripts and tone tactics that create space for a real conversation
• How to map the org through the gatekeeper call and navigate to the actual decision-maker