When selling a solution, you want to align with wide-ranging corporate initiatives and not just departmental one-offs. Many reps struggle to not only identify, but also align with company-wide initiatives that buyers are navigating with inside of their organization. John Kaplan explains how to recognize a corporate buyer and align your business outcomes with their pain points and other business issues.
Here are some additional resources:
Three Common Sales Challenges and What to Do About Them
How to Get Higher in Your Prospect's Organization 


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