consistent: Executive Alignment/Sponsorship - Do the interests and values of the organization’s executives align? Does your customer feel as though they have executive-level support? I have seen executive engagement turn the tide of deals before. Industry and Direction - Do the directions of the organizations align? For instance, if your customer is a retailer, are you able to demonstrate that you are actively moving in the direction to do more in retail? Reputation - What is your reputation in the eyes of your customer? Do third-party partners recommend you? Are online reviews favorable? Have
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