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Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time by David Lambert, Keith Dugdale

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3.4. A matrix of relationships

There are two sides of the coin with a partner relationship. From a personal perspective it is very good. If you change employer then the buyer will go with you. If the buyer changes employer then you will get the work from your buyer’s new employer – in time. The problem is that you will not get the work from your buyer’s old employer – unless you have fostered a similar relationship with other contacts at that company.

The risk to your employer is that the buyer follows you and does not stay with your old employer. In which case the onus is on your old employer to ensure that more than one person has the partner relationship with the buyer. In an ideal world you should end up with a relationship matrix which looks ...

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