This is not something new. A good enterprise sales team does the same thing: they learn about the organization, the gatekeepers, the decision makers, how to get past / around the gatekeepers to reach the decision makers, and finally convince the decision makers that they are the best solution. The more information the sales team is able to collect / gather / learn about each person they'll be interacting with, the better chance they'll have of getting them to say, "yes".