A 'C-Level Prospect' is a Target contact that is tied to the P&L of the company, business unit or location in some form. Someone that can pull the trigger on an expenditure decision.
In the X2 world, the theme is to call on the 'Highest Appropriate Level of contact' for your service or product solution offering. Typically that is the President/Owner of a small company, a Controller/CFO of a medium size comnpany or possibly a General Manager of a satellite corporate location.
Selling stats show that good things happen when promoting a 'Top-down' approach to one's sales process; shorter sales cycles, higher ratios on 'gaining commitment to take the next step' in your sales process, higher closing ratios and more revenue per sale.
The key to success with a 'Top-down' approach is to first sell the C-level person on 'The Business Reason to Meet', not to sell your product or service offering.
I'm glad you explained about the C-level. I was planning to ask you about it after I read your first post. I'm still wondering why they call it C-level.....C for control?