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.

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

Tony Hughes

MARCH 13, 2018

Everyone in marketing should get trained on Challenger Sales and everyone in sales should study The New Rules of Marketing and PR. But change is hard and change management can take time and aligning incentives is a must. When you succeed, LinkedIn gives you more so that's definitely incenting the right behaviors!

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63

Sales Hacker

APRIL 24, 2019

Examples of these can be CXO, Director of X, or gatekeeper. Additionally, you can get creative by adding personality traits such as “super direct,” “in a hurry,” “analytical,” or “distracted.”. They can also help you build out your own programs to maximize your time and effort spent training your teams. Trust me, it will emerge.

Exercises 98

Exercises Objections Follow-up Face-to-face 98