Frontal Sales Blitz β Sales eXecution 275
The Pipeline
NOVEMBER 10, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Several sources attribute the following statement to Gartner Group: βIn a typical firm with 100-500 employees, an average of 7 people are involved in most buying decisions. Lesson: cold call multiple people in each account.β It does not take a firm like Gartner to come to the realization that more and more purchase decisions are going to consensus, and often the winner in a bake-off is not the best product, but the one most people in the buying
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