Introducing: The Fox - The decision maker behind the decision maker

In complex B2B sales, the formal hierarchy isn't always the real power structure! Who then, are the hidden decision-makers driving the outcomes?

Follow the money, follow the power. – A great idea for B2B sales with large buying centers. If you limit yourself to this simple rule, you leave out an important persona in your target company. Not knowing who’s behind the alleged decision maker might easily cost you your deal.

This article is about identifying the gray eminences in your target organisation and about how to work with them.