Looking for sales? Find the bully with the juice.
Great post from Steve Martin at Sandhill.com - tips and thoughts for selling software in a recession.
The Bully with the Juice is the company’s equivalent of emperor Caesar. Only he can give his thumb up or down on the life-or-death decision to spend the company’s money. So even though you have won the evaluation and the CIO assured that a purchase will be made, you are actually now in the most critical part of the sales process. You must win the approval of the Bully with the Juice.
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