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Influencer and a decision maker: what’s the difference?
Friday, 17 Dec, 2010
Influencer and a decision maker: what’s the difference?

When I hear sellers say, “He’s just the influencer, not the decision maker,” I get curious. What’s the difference?
If you consider the tech manager an influencer, but the solution won’t be purchased if s/he says ‘no’, this person is a decision maker.
If you don’t consider the gatekeeper at all, and s/he won’t let you in, […]