Recently, I set up a discovery call for my client with several C-level executives. I originally was in touch with the CTO, and I found him to be extremely friendly, knowledgeable, and down to earth (not something I have learned to expect). After going back and forth for several days working out the kinks in an NDA, we were finally ready to schedule a discovery call .. or so I thought. Up until this point, I had communicated with the CTO directly, when suddenly…

His admin came into the picture.

Little did I know that the day-to-day life of these C-levels are often controlled down to the minute by their admins. Below is an actual quote from one of these high-powered executives:

Me: Alright sounds good! Tuesday or Wednesday afternoon is preferable for (my rep) next week.

C-level Exec: Haha that’s on my admin, Scott. If I touch my calendar he eats my leg.

(Oh .. eats your leg huh? Okay. How to respond. Hmm. Erm … well …)

Me: Oh my! We can’t have that now, can we? I’ll reach out to Scott and see what he says.

In my quest for leads, much like Dorothy’s quest to meet the Wizard, I overcome many obstacles to get (home) qualified, sales-ready leads for my client. One of the biggest hurdles is generally convincing admins that my cause is worthy enough to take up valuable real estate on a C-level’s calendar. Even with the C-level Dude’s blessing, I still needed to answer his admin’s obligatory 20 questions…but by coming into the conversation in an easy-going, relaxed manner, I kept it stress-free and gained valuable insight into the inner workings of the company.

My reward? A coveted hour-long meeting set for the following week, with two additional C-levels on the invite.

Bottom line, sometimes in Sales Development land, we can get hung up on the smallest hindrances (i.e.: admins protectively guarding a C-level’s calendar, channeling their inner flying monkey). How do we overcome them? We can choose to see these “obstacles” as a chance to uncover bonus information that could be the answer to revealing the heart/brain/courage/leads we were looking for all along.


This blog was originally published on October 22nd, 2013.

Like what you see? Contact Us to learn more about our services!

Like what you read? Give demandDrive a round of applause.

From a quick cheer to a standing ovation, clap to show how much you enjoyed this story.