The sales teams that I've worked with for years (as opposed to the sales teams that aren't around anymore) have something in common -- they focus on building a relationship, figuring out wtf is going on, and bringing solutions to the table.
- Hyper-aggressive (ie Oracle): Their mission is to be a pain in the ass and sell your CEO a bill of goods. Your relationship is by definition adversarial.
- Mistargeted (ie Dropbox): Friendly people call every now and again. They never answer my question ("Is Dropbox on a state procurement contract?"), and don't understand why the answer they don't know is important to me.
- Wheeler-dealers: I ask for a product demo, we get it, followed by a cold quote for $3M for an off the shelf product. I don't respond, and get an unsolicited quote that is now $2M. I usually reply with an email that says "Not gonna happen."
It's a fraud protection thing. It prevents one of the many many tiny offices from funneling money through a phony vendor.