Turns out that many of these executives received calls from VARs selling their services. For that type of business, this is a waste of time. Working up the ladder is really the way to go. Then, if someone suggest the product to the exec, they may become your future customer.
Selling to government is also much different and Peter Powers, former deputy mayor of New York City and now chairman and CEO of the Powers Global Strategy consultancy, said, "Selling to government is a very, very different world because government punishes risk and has very strict procurement rules."
Learn more about selling to different types of companies and where to sell your services, read the full article (link above).
Submitted by Joshua Feinberg