Identifying and influencing the people involved in the buying decision is a prerequisite to any successful sale. The buying center is the group of people who are involved in the buying process for your solution — those with purchasing and financial expertise, those with technical expertise, top-level management, and those who actually use the product. This blueprint shows you how to develop an account plan based on the roles that are in the buying center.
Identifying and influencing the people involved in the buying decision is a prerequisite to any successful sale. The buying center is the group of people who are involved in the buying process for your solution — those with purchasing and financial expertise, those with technical expertise, top-level management, and those who actually use the product. This blueprint shows you how to develop an account plan based on the roles that are in the buying center.