November 2010
Beginner
280 pages
6h 49m
English
Content preview from The Secrets of Success in Marketing
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164 PART 3 Don’t keep it secret: get the story across
Who are they and how important are they to the final deci-
sion? To succeed, you need to understand their concerns and
challenges and you need to know when they are involved in
the decision-making process. Get that right and you’ll be
able to operate a targeted communications programme that
moves your prospects towards a positive decision.
For some members of a decision-making team, trust
and confidence in a supplier is a critical element. The next
chapter explains how to build that confidence.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.