Recommendation The primary decision maker in corporate purchasing no longer exists. Today, groups of diverse individuals – with conflicting agendas and representing varied organizational interests – make buying decisions, so previously effective...
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RECOMMENDATION Selling B2B products or services is difficult. Customers have a million reasons not to buy. Salespeople may devote months to closing a deal, only to lose out at the last minute over a minor issue or a few dollars in price. Thus...
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RECOMMENDATION Amid increased competition and commodification of commercial offerings, the only way B2B salespeople and sales managers can succeed is by mastering and executing sales fundamentals. Companies must develop a strong sales...
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RECOMMENDATION Sales leaders are ambitious, aggressive, goal-driven professionals. Their mission in life is to climb to the top of the mountain and to earn respect and a healthy paycheck. For these goals to become reality, meeting monthly quotas...
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