Within organisations of 100-500 employees, an average of 7 people are involved in most buying decisions.
It would be extremely rare to find yourself with just one decision-maker during the sales process.
The world has changed fundamentally in recent years and even in relatively simple transactions with smaller firms the chances are you'll come across multiple people influencing the buying decision.
They key therefore is understanding who is involved as quickly as possible and what their buying criteria is. With this insight you can match effectively and minimise any potential hurdles from the outset.