Changes in leadership commonly take place during the sales process. Although disruptive, they are an occurrence for which preparation is key. How do you ensure that new leadership recognizes the value of your solution and gets behind it? John Kaplan shares how to respond to changes in leadership depending on where you are in the sales process.
Here are some additional resources:
Articulating Differentiation: 5 Ways to Trap the Competition
Aligning Differentiation to Your Buyer | Podcast


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