Survival or “Thrival”?
If you allow yourself to deal with low-level people in organizations, you will be considered their peer and executives will not deal with you any more than they want to deal with them. If you seek to work with Human Resources because those people will talk to you, you won’t be talking to true buyers. HR people can say “no” but not “yes.”
Your intellectual property, body of work, brand, and demeanor must be relevant to buyers and focused on them. You must become a partner of the buyer—whether a business owner or a corporate executive—and not seen as a “vender” or “seller.”
Otherwise, you may survive in this profession but you’ll never thrive.