It all depends on the product. Once you start getting into niche products which cost thousands or tens of thousands per year to use, the assumption is that the

It all depends on the product. Once you start getting into niche products which cost thousands or tens of thousands per year to use, the assumption is that the customer is a serious business with funding that has a known problem to solve. There will be a much smaller number of approaches than with a cheap consumer facing product and a conversion is worth a lot, so it makes sense to pair prospective customers with a domain specialist / sales person immediately to tailor the pitch to the specific candidate, modify the solution as necessary to fit the customer's needs, and make sure they are happy.