How To Fill In The White Space

  • Who are the decision-makers at the company you would most like to be doing business with right now?
  • Who else influences the decision, or could stop you from gaining access to these people?
  • Who are the managers of other departments, and the subordinates or front-line supervisors in each one… not to mention the men and women who sit higher up the food chain?

Most salespeople could answer one or two of these questions, but Rainmakers have a good idea about how decisions are being made in each and every company they work with.