Conventional wisdom states that CEOs should be involved only when they need to put out a "fire" or when they need to clinch the sale. Bob Miller, co-founder of Miller Heiman, dispels this myth and details why sales is not only a necessary function for top execs, but their most important responsibility.
Reaching the one individual who makes the final decision can be tough. Ensure you're talking with the right person by incorporating two activities into your conversations.