Handling Influencers
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A guest post by David Greer and excerpted in part from his book Wind In Your Sails. Buying power has shifted from companies to purchasers. There is too much information available today on the Internet for anyone to think they can hide information from buyers. While buyers always had a process, in the past marketers could get away without knowing those processes in exacting detail. Today you cannot market and sell without knowing how your prospects buy and what are the key drivers for them to make a change. In the middle of the sales process, strategic thinking has an incredibly important part to play. In order to understand a prospect’s buying process, you must start with the numerous stakeholders. Many of them have veto power in the process. In my book, Wind In Your Sails: Vital Strategies That Accelerate Your Entrepreneurial Success I feature the strategies that Guy Smith (head … Continue reading