B2B Global Accounts Sales Environment Value Selling 
KAM With Passion
MARCH 28, 2022
In another post, I have introduced 3 complementary capabilities organisations need in a B2B world and presented them as a pyramid. The series of posts on Complex Sales is about the bottom of the pyramid. How complex is a complex sale situation? Identifying the drivers of sales complexity. Yes, it does, and a lot.
DemandFarm
APRIL 13, 2023
Executive Sponsorship A key account management strategy that involves engaging senior executives from both the company and the key account in the relationship-building and growth process. MEDDIC MEDDIC is an acronym that stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion.
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