decision

What Influences Your Prosepects Decision to Buy?

“One of the concerns I had about calling on key decision-makers was determining what I was going to say. My experience had been selling much lower in the organization and I considered myself pretty effective at the standard features and benefits presentation. I knew that this wasn’t going to be enough if I was fortunate [...]

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Identifying the Key Decision Makers

One of the challenges that many business developers face is getting to the key decision-maker. The issues are very common. “I don’t know who the decision-maker is.” “I get intimidated by dealing with a senior level person.” “I don’t have credibility with people at that level.” “All her calls are screened.” When we look at [...]

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