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This is a bit of a simplification of how enterprise sales works. A few extra dimensions are sometimes required. For "decision makers" their own personal view of reality may not in fact be accurate. You sometimes must vet that what they tell you (and may in fact believe) actually reflects the actual power dynamics of a big enterprise. There are extra dimensions to consider; The first is: are they in a cost center or are they generating revenue. The second is: are you trying to get new technology adopted or is this considered "standardized". The third is: who might perceive your product as a risk, or a threat to their power? These data points inform your sales strategy both in who you sell to, who you avoid, and when you might choose to engage a particular persona, when to go small and when to go big.