Yesterday I spent hours researching a major prospect. I came up with a matrix of about 25 people who could have knowledge or input into the problem we solve. Getting from the people most troubled by the problem to the people capable of buying the solution will be a long and tricky journey.
MathMarketing: The Buyers' Journey
What most fully solves this problem (because that’s what you should be selling)? Who can best uncover this problem (because that’s who you should be selling through)?