Best Practice Report

New Buying Centers in Target Accounts: Readiness Assessment for Healthcare Organizations

January 1st, 2018

Summary

Cross-sell opportunity strategies for new buying centers within targeted accounts should be adjusted based on the seller’s readiness and the account’s status. Marketing, sales and product leaders have different responsibilities depending on the level of readiness for each buying center. Assess the strength of account relationships to determine whether marketing or sales should execute the initial outreach.

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