You are likely to come across buying organizations with conflicting priorities. It can be a real challenge to get people in different parts of a company to agree on a path on which to move forward. John Kaplan explains how you can set about getting various departments of a company on the same page. He discusses:
- Keeping people focused on the “why.”
- The role that Champions play in achieving a “Collective Yes.”
- Building a “What We Heard” slide with your Champion to fight Seller Deficit Disorder.
- What to do if you are without a Champion in an account.
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