How often do deals you pursue involve multiple contacts? It can be a lot to keep track of. If this is creating confusion for you...an approach to provide some clarity...
Information you need
In addition to names you want to clearly understand the following:
Title
Role
Decision Maker?
Influencer?
Info Gatherer?
Perspective
Financial
Technical
End User
Why they are interested / not interested
Organize information you have
Having the information in once place keeps it simple...maybe something like this...
Pursue the information you do not have
Identifying what you do not know is good! Turn this into questions you ask (e.g. What role does X person play in the decision process?). Keep the information organized as you obtain it...you will rapidly develop the clarity you are seeking!
Marc Kitz, Sales Coach
860-836-8979
Schedule some time...- https://calendly.com/marc-kitz-sales-coach/25min
Checkout my Sales Coaching blog - https://marckitz.com/
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