Who are the Decision Makers?
I get asked a lot of questions about the best way to sell to corporate customers. Buying processes in most companies have changed a lot lately. Check out these numbers from Marketing Sherpa and In-Pursuit: Buy: The Numbers
Note the surprising response to cold calls. After you read this, look at your corporate accounts and ask yourself:
- Do I know the names of everyone involved in purchasing my product?
- Have I established a relationship with more than one of them?
- As a company, what do we do to build our visibility so buyers can easily find us?
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