One of the things that I get asked the most at Sales events is whether I know what the best way to get access to the real decision makers is.
You’re now probably thinking: “But don’t I have access to the real decision maker?”
Often, when you’re working with a company to draw up and submit a proposal for them, you’re “kicked” to middle management, with the excuse that they are the ones responsible for the project.
You do all the work with them, you create the project, you submit the proposal and they are supposed to love your work.
Next, their job is supposedly to submit and defend your work with the real decision maker that has not yet appeared.
The problem is that many times you’re facing a … [ Read the rest » ] “Do you know how to get to who really decides?”