While developing a strong one-on-one relationship may seem like the ideal way to move a deal forward, it can potentially backfire. What if that person moves to another position in the organization or leaves the company all together? Or what if the person you have been focused on is only influential on the current deal, but someone else on the team has more sway on the next project?
There is an inherent need to continually evaluate who the influencers are in an organization — and that can change based on the type of purchase, the size of the deal, the timeline of the decision, and a host of other factors.
In this eBook, you'll learn:
- How to break free of the one-relationship habit
- New strategies and technologies that help you establish a multi-threaded selling mindset
- How companies create strong relationship webs within major accounts and across multiple lines of business