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The Stakeholders You Need to Close a Big Deal

Harvard Business Review

JULY 11, 2014

Specifically, closing a deal requires identifying three key stakeholders who have the power to influence the decision: champions, decision makers, and blockers. While a champion has influence over the decision, he is not the ultimate decision maker. Cool new technology, new market for AT&T, competitive pressure, etc.

Stephenson 8
Stephenson Due Diligence Finance Wireless 8
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Winning the Elusive Marquee-Brand Customer Advocate

Harvard Business Review

JULY 9, 2013

The marketing head of an ambitious technology firm recently shared with me a vexing problem: Apple was one of their customers. As Michael Stephenson , a key leader in global customer programs at Oracle puts it, his firm has various business units that focus on specific industries. Marquee is good, a perfect match is better.

Brand 8
Brand Stephenson PR Reference 8
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