Gone are the days of finding the one decision maker needed to close your deal. Today’s enterprise deals require you to identify at least five key players -- and they need to be impressed.
Are you trying to penetrate a list of accounts? Without an account strategy for every prospect, you’re flying blind. Too often good meetings are wasted on bad pitches, because you’re not fully prepared or informed.
Kristin Djurdjulov, an Emissary and former Senior Director of Digital Marketing at 7-Eleven, gives a buyer’s perspective on what works when building direct brand relationships - and what really doesn’t: