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Strategic Customer Mapping: Identifying and Gaining Access to the Real Decision Maker(s)
Author: LaVon Koerner, Revenue Storm
Presentation Handout | April 25, 2010
This session provides the tools you need to identify and classify the key people in your customer organization, assess their political significance and drive mutually beneficial engagement with the customer. You will learn: * How to create a relationship map and barometer * How to identify the decision makers, buying zones and points for entry in the customer's organization * How to assess the political landscape, formulate your strategy and execute
Available to SAMA members only
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