Last week I spoke about the importance of understanding key stakeholders within your customer’s organisation, as part of your Account Plan, so that we can identify the formal hierarchy, as well as the informal decision & influencing hierarchy. Today, I cover the importance of gaining a deeper understanding of your customer’s business by looking at your customer through 4 different lenses. If you would like a copy of the template I refer to in the episode, please send me an email at darren@darrenmitchell.com.au