Over their head

I consistently run into this issue where prospects feel that I am going above them to get meetings.  I know this has to be common and not just me but what do you all say/do when there is a perception that you are going to their boss or boss's boss for a meeting? 

More Context-  I work for an organization that can sell almost everything.  There are certain manager/directors that do not give us a fair shot at opportunities. This has been going on for years.  Recently, we have been given a large opportunity.  I have been going through the process of setting up the meetings with the directors timeline.  in that time I had a meeting with a C-level, they mentioned this is a much bigger issue then I know and I should get a meeting together with the other C levels and the VP (Director's Boss). Much larger scope much larger opportunity.  I went to set up this discovery meeting to fully understand viewpoints from the c-suite and then was sent a message from the director...essentially why are you meeting with these people as this is in my area...

In speaking with some peers they mentioned, Director must feel threatened and it is probably a good thing to garner leadership buy-in for an opportunity of this size/scope.  

Thanks for all the advice so far hoping more context clears it up.
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✌️ Growing Pains
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13
CuriousFox
WR Officer
4
🦊
Ok what? This hasn't happened to me but I am in Enterprise sales. I'm interested to see responses here.
jefe
Arsonist
2
🍁
This does seem a bit strange. If it it was the exact same scope then maybe, but seems like it's expanding above the initial contact's paygrade..
UserNotFound
Politicker
4
Account Executive
Go above them first and feign ignorance. First few attempts are ALWAYS C-Suite to be championed down. Even if you know they will send you elsewhere, start there and don’t change tactics until you’re satisfied with how long they’ve been unresponsive in your cadence. After that, you can start to go further down the org chart. Never the other way around.
antiASKHOLE
Tycoon
3
Bravado's Resident Asshole
Well, I mean they weren't really the right person to meet with in the first place, so you are just doing your job.
TennisandSales
Politicker
3
Head Of Sales
well.....are you?

and if you are why?

more details and context please.
Sunbunny31
Politicker
3
Sr Sales Executive 🐰
It would be great if you could provide some examples of what you mean.
nomdeguerre
Executive
2
Account executive
I think we need a bit more context of what is actually happening here. Like were you talking to someone and then went above them or were you not talking to them but talked to their boss and then they pushed you down to then. Not sure I understand.
TennisandSales
Politicker
1
Head Of Sales
context and details, context and details!
ADK
Opinionated
1
VC Associate
This has been my outbounding method actually, it helps if you're referred by their boss, it's no longer a cold introduction. I think someone on high level often has more strategic agenda and likes to introduce their team to evaluate what's out there. Overall, I think you're on the right path
Kosta_Konfucius
Politicker
1
Sales Rep
Are you asking for intros and not waiting, what is the process looking like
DevSomeBiz
Valued Contributor
1
Senior B2B Sales Guy.
Invite them to the meeting as well.
Rallier
Politicker
1
SDR Manager and Consultant
Can you provide more context into what your process is? This will help people understand what's going on here
17

Richard Head

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Job Searching and Banging My Head Against The Wall

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