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THE SALES WARLORD, post: 20744 wrote:
We were taught in corporate to go after the MAN.

The person with the Money Authority and the keenest understanding of the business’s Need for what you offer if it is to be most successful.

If you aren’t talking to the decision maker you do end up pitching as if to the MAN but not to the man, the person who you sell who is not in control needs to be sold on getting you in front of the person who is – not on the end sale?

I agree but wanted to add, the MAN could be several different people. Often is for high value or complex solutions.