FEATURE24 March 2016

The myth of the senior decision-maker

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B2B Features Impact UK

Sales and marketing teams looking to sell their products and services need to identify the ‘mobiliser’ in the client organisation, as they are the person with the credibility among their colleagues. By Pat Spenner

Having the most efficient and go-getting sales team no longer guarantees high-quality results in today’s B2B buying world. Even several years after the global recession, companies are still incredibly risk averse, and finding a buyer in an organisation ...