In a perfect world sales people would always sell to the top. They would go straight to the decision maker who, of course, would say yes. And so the sale is made and everyone lives happily ever after.
Unfortunately we don't live in a perfect world, and if you think you can sell to the decision maker every time then you might be living in your own fairytale.
Look at it this way; you have made it into your prospect’s organization, but what do you do when you get there? How do you get from the entry point to the real decision maker to make the sell? To get to the decision maker you have to find the answers to the following: