Turn your intermediate decision maker into an “inside salesperson.” Know how to get your “inside salesperson” committed to your cause before he or she goes in front of the committee for you. Find out how to recruit your "inside Salesperson" and neutralize those people that may have concerns or favor a competitor’s services over yours. Understand how to get commitments from the different types of buyers you're prospecting.
• Gain access to those influencing the decision makers
• Understand what motivates those involved in the decision process
• Train influencers to become inside salespeople.
• Neutralize the competitor’s fans on the buying team