Learn Organizational Decision Mapping Through Application
Global Partners has worked with more than 100 global companies to implement our unique 10-stage global account planning process. Based on this experience we have identified two major challenges that Global Account Managers often confront in the Relationship stage: 1) Using the account manager's existing customer contact network to ‘get to’ more senior managers and other difficult to access contacts and 2) Formulating a compelling value message that catches the interest of the targeted contact.
Two resources that can help address these challenges are our Organizational Decision Mapping (ODM) case study and exercise and the article Are You Selling to the Real Decision Maker?
Complete the form on this page to download the ODM case study, exercise and article.