Consultative Selling/Mac Hanan 44-end

45 Box Two managers are always in a proposal mode with Box One funders, claiming a stake in the funding process for their own businesses or functions. Box One favors them on the basis of the strategic fit of their proposals with corporate growth policy and their adherence to financial objectives for each dollar.

46 The Box Two managers who get the most funds the most often are the best internal sellers. If you can help them get even more, or more often, they will "go partners" with you to do it again and again.

Consultative sellers succeed or fail on their ability to ally themselves with their Box Two counterparts.