Use a well-informed sales process to pull ahead of competitors. Customize each step with account insight to position your solution as the obvious choice.
Zero-in on the most promising accounts quickly and use business intelligence to kick start a successful sale. Start building relationships early and understanding the key business issues your prospect is looking to solve and in turn, you will have a partner that can help you better navigate the organization and build a deal that can gain buy-in across all departments.
Listen to Emissary Advisor Amy Haney, a former procurement executive at Abbott Laboratories.