Page 43 - engage workbook
P. 43

5 buyers




                             Activity




               Select one of your buyers and run through the analysis below:

               Name:                                         Organization:


               Motivation:                                       Price-buster / Deal-hunter / Value-buyer

               Buyer type:                                       Economic / User / Technical


               Role:                                             Anti-sponsor / Gatekeeper / Sponsor / Coach

               Power and influence:  Power =                 Influence =
                                         5=very high; 4=high; 3=medium; 2=low; 1=very low; 0=none.






                External pressures:           Internal pressures:           Social pressures:





























                Potential sources of value:






















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