Tag Archives: selling strategies

Decision influencers: who they are, and how to work with them

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Decision influencers: who are they, and how can you work effectively with them?

Even if the user, or the person in charge of an area, does not have the level of Authority, Need, and Dollars to be the actual Decision Maker, they may nonetheless be an important "Decision Influencer."


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When it IS good sales strategy to begin with the purchasing department

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Last post, we explored why it's usually not a good idea to begin with the purchasing department.

But there are situations when purchasing is the place to begin.  Here are some considerations.

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