Paul outlines the next decision maker in the series: technical influencers.

Show Notes

If this challenging decision maker likes your solution, they’re going to help you immensely.

“They are focused on….”

These decision makers are skeptical of salespeople and will challenge your data.

Avoid surprises, hunches, intuition, speculation. Eliminate the “human” factor.

Brand new is not the best selling feature for these technical types. “They want something that is tried and true.”

They want to partner with suppliers that are stable and are committed to excellence—like they are.

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