Firstly, keep in mind that the company’s maturity says a lot about its manner of doing business. Secondly, quite often the maturity of your target company says about its capacity to pay for your product or services. Remember, that the bigger the company is, the more people are involved in a decision-making process. Make sure that you’ve got a more or less clear vision of the decision-making structure in the targeted company. Different departments have different business challenges, and if your traffic solution meets their needs it is a good signal for you.
https://one2lead.net/blog/sales/how-to-create-a-predictable-sales-pipeline-2-2