HomeResearch Articles New Buying Centers in Target Accounts: Readiness Assessment for Healthcare Organizations

New Buying Centers in Target Accounts: Readiness Assessment for Healthcare Organizations

  • Cross-sell opportunity strategies for new buying centers within targeted accounts should be adjusted based on the seller’s readiness and the account’s status
  • Marketing, sales and product leaders have different responsibilities depending on the level of readiness for each buying center
  • Assess the strength of account relationships to determine whether marketing or sales should execute the initial outreach
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