Gaining access to decision-makers...

1) Below Average Performers 

Often they don't even try & will target / continue speaking to the people on a level they're comfortable with... i.e. lower/middle management.

2) Average / Above Average Performers 

They will try to go in higher & if unsuccessful will request access / an introduction to a decision-maker - sometimes it's granted, often it's not. 

3) Top Performers 

Will generally go in higher from the start & have a higher rate of success due to sharper sales skills. 

If not, they will ask higher level/strategic questions above the pay grade of their contact to earn the right (through credibility) to be put in front of the right person. 

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Moving from 1 closer to 3 will usually result in...

> Shorter sales cycles

> Quicker wins

> Leaner & higher converting pipelines

#sales #power #decisionmaking