How to Identify and Meet the “Right” People in Your Strategic Accounts – Strategic Account Planning Whitepaper Download.
Who are the “right” people at your strategic accounts? They are the key players in your major accounts. They are the ones who can break down or build up your opportunities. They are the ones that help you to make a deal. They are the ones that matter most when it comes to your ability to help your strategic account to succeed and take full advantage of your unique selling proposition, solutions, products and services.
Identifying and meeting them is crucial to your success. Successful strategic account planning should begin with figuring out: (1) Who has influence? (2) Who makes decisions? (3) Who holds the purse strings? and (4) Who can most effectively champion (or destroy) your cause?
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