My market is national, multi-billion dollar companies. There's about 10 prospects in my niche/region, though there are different operations within each company. They're doing business to consumer. The companies doing the advertising are at the level of say IBM/Dell (though I don't work in the tech sector). And I'm a one person operation out of podunk.
I've tried calling the prospects directly, I get nowhere. Best case they've referred me to their ad agency who normally seem disgruntled that they're getting pushed down from the top. 0 success rate that way.
It's interesting, because I see a similiar operation in the US, same niche, that has their own sales team and they appear to sell directly to the client instead of the ad agency. Another one of those things that proves I don't understand the traditional big brand advertising model.