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Why Most AEs Find the Economic Buyer Too Late
Most reps wait until call 3 to find the real economic buyer.ㅤBy then the timeline is dead.ㅤIn this short episode, Marcus breaks down how to map every deal before the first call so you find the real decision maker before timeline pressure kills the deal:ㅤWhy the economic buyer at the top is often different from your booked contact (using Nike's decentralized buying as the example)The 10-minute Google Doc prep sheet that beats every fancy stakeholder mapping toolHow to map Track A vs Track B when two parallel buying paths exist on one accountㅤ👉 Want to uncover your biggest hidden revenue leaks?…
The skinny
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