Appointment Setting Tip #1: Aim High

Appointment Setting Tip #1: Aim High.
As long as I have been in sales, managers have implored sales professionals to position at the highest levels of a company (C-Level, C-Club, Executive Level, etc). Still, I am amazed at the lengths salespeople will go to justify why they are calling three levels below any real decision making authority. The concept of building a consensus at the functional layer of an organization and then getting these contacts to ‘introduce’ you to the upper echelon is simply a myth.