Before I get eaten alive, context below:
Hired at a tech (infosec) company to be a Key AM. Clients are a mix of some very large household names down to larger regional banks / FI's.
In this industry the c-level folks move around a good bit, usually every couple of years. I've been successful at quickly forming relationships and have had multiple instances of an exec moving to a new company in the space, calling me, and wanting me to help them establish a new program there.
The company I'm representing essentially offers a pat on the back and tells me who to pass the opportunity to, stating that this is "standard" in enterprise sales.
What does everyone think? Is this standard procedure?
Would love to hear opinions/experiences on both sides of the fence.
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