[Part 3] Execute on Account-based Marketing: Value Selling to Stakeholders at Key Accounts
LeveragePoint
SEPTEMBER 21, 2018
A Forrester survey of buyer executives found that the first vendor to communicate a vision of value wins the business three quarters of the time. From a buyer’s perspective, that vision of value needs to be specific to their business and specific to their problems. Characterizing Stakeholders. Buying roles.
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