Engaging higher up decision-makers.
One of the great challenges selling to companies where you are not talking to the C-suite is how to make sure you are not sidelined by someone different than the contact or contacts you are engaged with in the sales process. This may happen more than you may think. Remember the last demo or conversation with your sales contacts? The one where you nailed every question, every concern, where you felt you really clicked with the influencer? Then why is everything at a standst