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Cracking The C-Suite: Finding The Right Exec To Close The Sale

Even in today's economy, there is business out there. Identifying and engaging the right decision-maker, at the right time, is more vital than ever. One of the first steps in doing this is to discover who in the prospect organization holds the "real" buying power and when they are most likely to become involved in the purchase. But closing the gap between sales and marketing in this area requires both parties to recognize that qualified opportunities are ready buyers with the potential to close within one or two sales cycles, and that only a small portion of new leads will fall into the near-term category.

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