Who are the gatekeepers? That's the question you need to ask yourself if you're selling a in a business to business environment.
Gatekeepers within companies include finance, legal, product developers, CEO's, presidents and of course, marketers. There's another added to the list, according to a recent post I read.
Businesses old and new rely on digital information so it would make sense that researches are now a front runner for decision making. They are the people on the front lines researching vendors, partners, potential agencies to work with, etc.
Question is, how do you get in front of them so they are well informed about the value your firm brings to the table? And, are you providing them with enough information that they can then influence other gatekeepers within your organi