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Sid Chadwick
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5) Constant updating of the “enlarged buying center” mailing list of target customers and prospects. There’s a sea change of buyer turnover, accompanied by buying positions with expanded management responsibilities and less experience. It follows that these critical positions of influence depend on senior management and close associates to guide their decisions—including major awards and changes in suppliers. However, most supplier reps don’t call on the “enlarged buying center,” and these influential names don’t appear on a supplier’s mailing list. In effect, it’s the suppliers who are most effective communicating to these positions of influence that are, predictably, most successful.
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Sid Chadwick
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