Low-level people make tactical buying decisions that are oriented towards the cost of an item. High-level people make strategic investing decisions based on the profit they’ll make.
With the economy in a state of nothing right now, I can’t emphasize this enough. In any organization, low-level people are driven by price more than ever, and there’s no way any salesperson is ever going to win that game. So, don’t even try! Instead, shift your focus to dealing with people as high up in an organization as possible. People at the top are focused on solutions that are strategic in nature. (If they’re solely focused on price, then they’re leading their company right into bankruptcy so don’t waste your time on them.) Considering that your time is your most valuable asset, shouldn’t you use it wisely by selling at the top of the food-chain?