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Sell at the top enjoy greater success
By Frank Williams

As a former CEO of a good size industrial company, I always found it strange that I didn't have more salespeople call me directly. Did they know I always answered my own phone? Did they not intuitively understand that, at some point, I would be involved in any major buying decision? Did they not grasp that getting to know me and understand my thinking would be a smart move in closing any sales with my firm? And, to me, starting at the top seems to be the best place to begin any sales cycle, yet my phone rarely had salesman attached to the other end and many studies on sales techniques confirm this.

Would you be surprised to find out that more than seventy-five percent of high-level decision...
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