Mission Possible
How to find and connect with the appropriate buying decision maker
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BROADENING YOUR CONNECTIONS
Setting up the types of meetings mentioned above is key to establishing yourself with the important decision makers at a company. The trick is to keep your original point of contact (e.g., the marketing manager) feeling fulfilled and important—like he or she is getting the job done and not being passed over for someone with more authority. Sauers explained the thinking, duality and value in this sales practice in greater detail.
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Michael Cornnell
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