Pipeline360 Chief Marketing Officer | Formerly Demandbase, Thomson Reuters • 2mo
The first step is not picking a tactic, but rather understanding why the opportunity is stalled. I typically start by working directly with the internal champion and the account team to figure out whether the issue is priority, budget, executive alignment, timing, competition, risk, or simply lack of urgency. Once you understand the reason, the tactic becomes much easier to choose. A few that I have seen work well are: Executive briefings when senior-level alignment is missing ROI or business ca ...Read More
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