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Understand your prospect's role and responsibility

Effectively tailoring questions and guiding your conversation requires insight into who your prospects are. What keeps them up at night? What are their job responsibilities? How can IBM solutions and capabilities help meet their needs? What other roles within their organization do they interface with, and what type of influence might they have?

The below titles and associated descriptions are a good general reference for preparing for opportunity identification calls. While the title won't always perfectly match your contact, choose the role that most closely aligns with what you know about the prospect, and be sure to leverage any information that comes out in the actual call.

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