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I think what some sales people don’t understand is that some organizations are large. They reach out to me trying to sell a product or service, but I have minimal to no influence in what business arrangements the firm I work at makes. That’s all determined by the c-suite and divisional presidents.

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Good insight about company size mattering. I think you're right that my approach probably works better for smaller orgs where there's less hierarchy. For larger companies, I imagine the relationship-building aspect becomes much more important. What's been your experience with breaking into those bigger accounts?

For larger firms (>4000 employees), if I were in a sales role, I’d try to get a sense of the org chart and try to make inroads with individuals in senior leadership positions first.

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