As you move up the corporate ladder, when you cold call, you’re likely to find yourself speaking with executive assistants to senior managers. These individuals can offer valuable insights and, if they perceive value in what you’re offering, may relay your information to their manager or even connect you directly.

One common reason why executive assistants might not engage with sales professionals is when the salesperson fails to clearly communicate who they are and how their offer would benefit the prospect (in this case, their manager). Enhance your chances of gaining access to the decision-maker by delivering a concise 15-second elevator pitch, introducing yourself and highlighting what you do could be of interest to their manager.

Following your brief introduction, it’s crucial to ask the executive assistant at least one insightful question about their manager’s potential pain points. Executive assistants are astute enough to recognise that if their manager is grappling with a particular issue, you might have a solution. This understanding can make them more inclined to facilitate a direct connection or permit you to send through relevant information.