About six months ago, Tim had done some research on firms in his sales territory and decided that The Hubble Group was a prime prospect. In the course of the research, he had obtained a publicly available corporate report which contained the names of all the company officers from the CEO down to the line managers.
He decided that the best place to start would be with Jim Hurley, a division manager whose division was a perfect candidate for Tim's products. Knowing that this sale would take time because of all the managerial levels, Tim was not disheartened when it took four weeks to finally get into Jim's office.
And much to his surprise, Jim was very encouraging and recommended that Tim call on his manager, which Tim did. Again, two weeks later, Jim's manager was very positive and set up for an appointment for Tim with the division's vice-president. After two broken appointments and four weeks, Tim got into the vice-president's office.
More positive feedback. The divisional vice-president arranged for Tim to meet with the head man, the CEO. Finally, thought Tim, I get to meet with the person who makes the decisions.
The day arrived, and Tim was sitting in the president's outer office leafing through the company's newsletter. And there, on page three, was a story of how the president had just signed a three-year contract the week before with Tim's major competitor.