Identify key players in the customer’s organization from "summary" of The New Strategic Selling by Robert B. Miller,Stephen E. Heiman,Diane Sanchez,Tad Tuleja
Identifying key players in the customer’s organization is crucial for successful selling. These key players are the individuals who have the power to make decisions that can impact the sale. They are the ones who can say “yes” or “no” to your offering. Without knowing who these key players are, you risk wasting time and resources chasing after leads that may not lead to a sale. Key players can come in various forms within an organization. They can be decision-makers who have the authority to approve or reject a purchase. They can also be influencers who may not have the final say but can sway the decision-making process. Additionally, key players can be gatekeepers who control access to other decision-makers. Identifying all these key players is essential for navigating the complex landscape of the customer’s organization. One way to identify key player...
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