Sales tip No. 23 - Winning over the decision influencers

Getting the "Go To" people on your side When the decision maker does not understand something they are buying who do they ask?  Their "Go To" people - the decision influencers.  Typically we do not spend enough time seeking out these particular decision influencers, we are too busy trying to sell the decision maker something he or she does not understand!   We need to spend more time finding the "Go To" people and then getting them on our side. Ronald Reagan once [allegedly] ... Read more