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399 Brand Vision by Jim Everhart

The Marketing Book Podcast

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The Importance of Identifying the Case for Customized Marketing

All the members of the buying team aren't created equal. What's most valuable is that the decision rights, who is the ultimate decision maker in this and who else is just a recommender or an influencer. The people who have the most to gain or lose because the purchase directly affects their work. Whose committing career, whose expending career capital here really helps you zero in.

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