It all depends on the product. Once you start getting into niche products which cost thousands or tens of thousands per year to use, the assumption is that the customer is a serious business with funding that has a known problem to solve. There will be a much smaller number of approaches than with a cheap consumer facing product and a conversion is worth a lot, so it makes sense to pair prospective customers with a domain specialist / sales person immediately to tailor the pitch to the specific candidate, modify the solution as necessary to fit the customer's needs, and make sure they are happy.