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Articles tagged with: stakeholders

Procurement: how to help people collaborate
Friday, 11 Jun, 2010
Procurement: how to help people collaborate

Finding a prospect vs. creating a prospect

You place a call to get through to the decision maker. You call to find someone who needs your product or service. You try to get an appointment. You analyze names to do lead scoring… More

Be The GPS For Your Buyer
Monday, 26 Oct, 2009
Be The GPS For Your Buyer

Buyers have two identifiable responsibilities:

maneuver through their internal, behind-the-scenes buy-in issues to ensure a trouble-free change process, and
choose a solution that will address their stakeholder’s criteria for systems excellence while maintaining the integrity of the […]

Helping Buyers Decide To Spend Money
Friday, 10 Jul, 2009
Helping Buyers Decide To Spend Money

Because of the feared, or actual, financial crunch, companies are stepping back from their normal decision making behaviors. The problem is not that there is no money; they are just not spending it.
If that weren’t enough, they are so scared of making bad decisions that they’ve added additional  stakeholders to each decision team to spread the risk. What does […]