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Is going directly to the decision-maker always the best tactic?
When contacting a prospect, perhaps it is not always in our best interest to go directly to the decision maker. Is it more beneficial to contact someone involved in the buying process who possesses a 'need' to look good in front of their organization?
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1 Answer
This is a good question. I believe doing your homework should help you find an ideal starting point. For instance, they may have just hired a new VP, Sales, who wishes to prove something to the CEO. Or they may be planning to go after new markets in 2010. This means they are open to new ideas.
Let your pre-call planning be your guide to finding the ideal message and starting point.
Jeff Ogden, the Fearless Competitor and President
Find New Customers "Lead Generation Made Simple"
http://www.findnewcustomers.net
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