Whether it is to move a stalled business deal, differentiate yourself from the competition, or reach a decision-maker.
The key is how well salespeople are able to get the “right information” and “effective contacts.

Breaking through stagnant business negotiations
Continuing to approach the same person over and over again is not enough to make progress.
What is needed here is to create a new dynamic within the client’s company.
Involve related departments or other personnel, bring in new information, etc.
By trying these different approaches, you can rekindle the fire that had been stalled in the case.

Breaking through a business deal that is being held up by the competition
A push from a third party can be effective in overturning a situation of competitive advantage.
If you can get an introduction or recommendation from a reliable company or person, it can add weight to the customer’s decision-making process and lead to a reversal in the final selection.

Breaking through business negotiations that do not reach a decision-maker
No matter how good a relationship you build with the business partner, if it does not reach the decision maker, you will not get approval.
If you can correctly identify who has the authority to make a decision and approach them appropriately, your business negotiations will accelerate dramatically.

What do you think?
By having “information” and “contacts” on your side, you will be able to find a solid breakthrough in the closing process, which until now could not be achieved by individual efforts alone.