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Archive for July, 2009

Is Your Sales Closing Percentage Too High?

It's easy to know that you have a closing percentage that is too low. You compete for a lot of deals and you don't win many. Diagnosing the problem is a bit more difficult. A low number of wins can be the result of poor sales rep performance,…

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Listening to the Customer

This weekend I attended a wedding with my wife. It was catered by a very popular steak house, and they served a wonderful dinner. The main course was, as you might expect, filet mignon. I am a vegetarian, and so, I ate the salad, the vegetables,…

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