Travel light and harden your CSS. Unless you ruthlessly lighten your load and enforce a culture of speed and mobility, your competition will consistently out-run and out-maneuver you. In sales this means off-loading those aspects of your work that aren’t directly related to sales. But in lightening your load, make sure you can always “reach back” to call for firepower or heavy support if needed. Hardening your CSS means ensuring that your operations, sales support, and all aspects of your company that works to deliver value to your clients are trained in sales. They are an integral part of creating value and must be able to help advance the sale whenever they are called upon to do so. Twenty-Eight Articles for Sales

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