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Top down VS Bottom up

In SaaS, what approach works best for you?


I sell an HR tech product and I've observed that it's much easier to approach an HR through a CXO rather than vice versa. It's just easy with a CXOs approval.



What works best for you?
Attached poll
*Voting in this poll no longer yields commission.
๐Ÿ‘‘ Sales Strategy
2
RB
RBO
Opinionated
+1
Sales Manager
Should always be working with more than one person in a deal but I've always found it's easier to work the deal top down.ย 

The conversation of "Hi XYZ, I was just talking to (insert C level exec) about (insert challenge the business faces) and they suggested we connect." Or better yet getting the direct intro creates more action than going the other way from what I've seen.ย 
Ace
Arsonist
+9
CEO
Yes, I've seen top down works for me too! It's just easier
Beans
Politicker
+5
Account Executive
C's don't know the pain we're trying to solve.
Ace
Arsonist
+9
CEO
But surely the approvals get easier if you reach the concerned person through them?
CadenceCombat
Tycoon
+13
Account Executive
Middle-out, baby
Ace
Arsonist
+9
CEO
Haha, silicon valley reference?
CadenceCombat
Tycoon
+13
Account Executive
Maybe ๐Ÿ˜
1
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