[Part 3] Execute on Account-based Marketing: Value Selling to Stakeholders at Key Accounts
LeveragePoint
SEPTEMBER 21, 2018
Is an individual stakeholder a decision-maker, a key recommender, a champion, an organizer, an evaluator, an influencer, a user or a gatekeeper? Product managers tend to take a technical, operational and analytical approach to new alternatives. Gatekeepers. What is a stakeholder’s role in the buying process? Organizers.
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