Power Base Implications for Sellers
Stage IV Customer Advisors focus on people with influence—the Fox and Power Base members—for two main reasons:
Working with Foxes and Power Bases not only helps you win more deals but saves you time and money in terms of shorter sales cycles and reduced cost of sales.
To elaborate on this point, let’s return to the example of the seller working on the account in the section titled Mapping the Power Base. The seller would make a huge error if he took direction from the West Regional Director, no matter how strong their relationship is. Even if the West Regional Director happened to be a formal decision maker on some matter, the real decision will be influenced by the East and Central Directors.
Imagine ...
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