Be careful with this tactic. It is easy to have all your time sucked away by people who are easier to reach and convince because they have no influence. Expect

Be careful with this tactic. It is easy to have all your time sucked away by people who are easier to reach and convince because they have no influence. Expect to have a high level of non-producers but if a couple work out well you are in good shape. I often go straight to the C level. Even if it is to get blown off and have them tell me, "John Doe handles that for me." I then talk to John Doe and say, "Hey, Mr. CEO told me to talk to you about..." They listen, but show value quickly before they realize the CEO just handed you off to them.