Enterprise sales are changing. People are busier than ever: they don’t want to take time out of their day to meet with a sales rep in their office. Fact is, they’d rather be at home with their family than getting wined and dined by someone they don’t know.

The upshot is that they’re willing to cut large checks without ever having a face-to-face meeting with anyone from your company. I’m paying hundreds of thousands of dollars on Salesforce.com and I’ve never met a sales rep in person.

Let’s face it, the CIO is no longer the only person who matters when making technology buy decisions. Demand tends to be driven from the bottom up by people who need, or already use, your product.

So focus on inside sales. We use a hybrid model that’s 90/10 inside/direct. We do million-dollar deals over the phone and use an in-person meeting to close. It cuts costs and our sales reps are twice as productive when they’re in the office.

We don’t hire the typical enterprise reps with United Premier Status. We hire people who can have high-level conversations with executives and not embarrass us, but who are hungry and scrappy enough to get on the phone and figure out how to navigate the customer’s organization.