Course Overview
Starting a journey within most customers' organization does not fall on one decision maker saying “yes.” Instead, it requires several stakeholders within the organization to arrive at a consensus and align with the objectives of the journey. This organizational alignment is essential to move a sales opportunity through the phases of ADDS. As a sales professional, you can facilitate this organizational alignment by developing a Coalition of Decision Makers that supports the opportunity that you are pursuing within your customer’s organization. In this course, you will learn strategies for building an effective coalition.
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Chapter Overview
Starting a journey within most customers' organization does not fall on one decision maker saying “yes.” Instead, it requires several stakeholders within the organization to arrive at a consensus and align with the objectives of the journey. This organizational alignment is essential to move a sales opportunity through the phases of ADDS. As a sales professional, you can facilitate this organizational alignment by developing a Coalition of Decision Makers that supports the opportunity that you are pursuing within your customer’s organization. In this course, you will learn strategies for building an effective coalition.