Enterprise sellers should prioritize building a relationship with the executive assistant (EA). The EA controls the executive's calendar, agenda, and priorities, making them a powerful gatekeeper and strategic partner for gaining access, not just an obstacle to overcome.

When a prospect is too junior, directly asking for a referral often fails. Instead, ask what "altitude" of content would be appropriate for the decision-maker. This coaxes them into revealing the target's title, providing the intelligence needed to find the right person.

Instead of a standard sales pitch, propose a strategic meeting between your executive and theirs (e.g., your CDAIO meets their CIO). CC your executive's EA to add credibility. This reframes the request from a low-value sales call to a high-value networking opportunity for their boss.

The amateur sales question "Are you the decision-maker?" often elicits a defensive 'yes'. A more sophisticated and effective approach is to ask, "Who else is involved in the decision-making process?" This respects the contact's position while successfully mapping the buying committee.

If you forget someone's name, introduce your companion to them first. For example, say, "Jessica, I want to introduce you..." and gesture towards the person. This social cue prompts the other person to state their name, saving you from embarrassment.

When an executive says something you think is wrong, don't confront them. Instead, disarm them with a curious question like, "That's so interesting. What led you to believe that?" This shows respect, uncovers hidden context (like board pressure), and shifts the dynamic from a disagreement to co-creation.

Frame your problem hypothesis with phrases like "not sure if..." rather than making a direct assertion. This invites the executive to correct you if you're wrong. A correction is a reply, opening a dialogue and avoiding the defensiveness that direct claims can trigger.

On an early call, casually ask what the executive sponsor thinks about an initiative, using only their first name (e.g., "What does Sarah think?"). The prospect's response validates both if you've identified the right sponsor and the strength of their relationship with that executive.

When a lower-level contact is unreasonably blocking access to the C-suite, have your manager or leader make the call instead. This strategy allows the conversation to happen at a higher level while giving you plausible deniability, protecting your day-to-day relationship with the original contact.