“Always go straight to the top. Part II.”

Either my mom, my uncle, or my grandma, taught me the most important lesson in sales.

Go straight to the top.

This seems to work well for a number of reasons.

Number 1: Less people are trying to sell to top level managers, so they are a little more inclined to listen.  Note that I said a little.

Number 2: They are the decision makers.  Once you get a yes, it trickles down.  Get a yes at middle management, and you still have to convince those guys in the penthouse.

Number 3: Upper managers are often more chill.  Middle managers are still trying to fight their way up the ladder and are focused on their career growth, whereas upper management is a little more focused on the company success.  Again, I said a little.



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