One mistake that salespeople constantly make is starting too low on the corporate food chain when it comes to selling. See the picture above? That's the office you want to be presenting to.
What office do most salespeople end up in? This one...
In other words, proposals are made to receptionists...office managers...secretaries...other assistants who are insulating their boss from pesky sales people. Nice folks, to be sure. But can they make purchasing decisions? Of course not.
The result? You drop off your proposal to these nice folks. Weeks and months go by. Phone calls are returned slowly, if at all. You hear that "they" are reviewing it and will let you know soon.
My question: Why didn't you present it to "they" (the boss, the CEO, the owner, the President) in the first place? Sure, its harder to get to them. But there are ways to do it, and presenting directly to them gives you the answers you need immediately.
Sell to the CEO, not the secretary.
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