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Strategic Customer Mapping: Identifying and Gaining Access to the Real Decision Makers
Author: LaVon Koerner, Revenue Storm
Presentation Handout | March 18, 2011
This session provides the tools you need to identify and classify the key people in your customer organisation, assess their political and relationship significance and drive mutually beneficial engagement with the customer. Learn how to: * Create a relationship map and barometer * Identify the decision makers, buying zones and points for entry in the customer?s organisation * Assess the political landscape, formulate your strategy and execute
Available to SAMA members only
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