BIG wins that shouldn't feel so big
I rejoiced the other day in absolute ecstasy when I did the impossible: I found out who oversaw a particular vegetarian line for a major corporation. This is a major win for anyone who has ever tried to sell and partner with a corporate company. Finding and accessing the decision maker is not for the faint hearted and takes sheer tenacity, a description that might best be suited for an Alaskan wilderness adventure….
But alas it is not, It is most appropriately describing the difficulty in finding out who is in charge.
Companies do all they can to prevent people from knowing who they are. I remember when working at BOA that I didn't want to give anyone my email address for fear of retaliation and stalking, but this was when I worked in loan modifications and the tensions were high…
These decision-makers, however, have a different problem. They have too many options and they rely on rigid no-information-giving rules, secretaries and switchboard operators to weed out the 1000 options flying at them.
The result is that they don't get the best options in front of them; they simply get the most persistent ones.
Rather than stressing out the company secretaries who do a great job anyways and making the switchboard people hate their lives, why not figure out a system to sift through all the stuff.
Why not show marketers and sales people the org chart to see who to reach out to so we don't hassle everyone else just to find one or two measly people?
Why not look to make relationships with key vendors and business folks?
From a B2C standpoint, you don't holler at your customers (at least I hope you don't) and tell them to go away do you? No, you have a twitter account that responds to every single tweet that mentions the company. But on a B2B level, there is no such respect.
It makes no sense to ostracize the very people who work and imagine ways to make your life easier and your efforts more magnificent.