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Lesson 16 - Provide Value to Your Buying Committee
Manage episode 481163443 series 3661221
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Sales success hinges on understanding who makes purchasing decisions and providing them with value. In this lesson, you’ll learn how to identify the key roles within your prospect’s buying committee, how each role impacts the decision-making process, and what you can provide to each role that will catch their attention and provide them value. Your assignment will involve mapping out the buying committee for one of your top accounts and writing down what you'll be able to provide to each of them that is valuable.
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