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.
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Selling for Impact
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Selling into Enterprise Accounts
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Customer Success for Impact
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Account Management for Growth
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Managing for Impact
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Essentials in Revenue Architecture
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