Value Propositions - Part II: IT and the Decision Making Process
Posted in High Tech Selling by dstelzl on July 17th, 2009 Are you stuck at the influencer level - dealing with people who want something specific, yet you know from experience it's not the best approach? This happens all the time. Technical people supporting an organization are trying to build the right thing, communication with executive managers is not what it should be, and you are stuck in the middle, trying to equip the influencers to sell the solution up the ladder. Find out what is happening behind the scenes from someone who used to work in IT.
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