If you are a technical salesperson and have ever pinged an engineer who just spec’d in another supplier for a part you could have supplied, then this post is for you.
The problem Sales people face is two fold: (1) Figuring out who the real decision makers are, and, (2) Making sure that you are meeting with that individual when they are working on relevant projects. Even when you think you and your decision maker are best buddies and that you will get called when you are needed, you are probably missing business.
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