Sales - Call High Or Low?

This is a very interesting article written by a well respected VC.

Synopsis:

"Calling high means reaching the highest level appropriate person in an organization that you can reach to hear your pitch.... While the logic of calling high is clear I can tell you that most people – leaders and sales execs – opt for the more comfortable territory of the next layer down in the organization. I have seen countless organizations waste time peddling to companies that have no intention to buy or to prospects who have no authority to purchase."

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