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This past weekend I spent some time with my Brother-in-Law who sells software to hospitals. It's a complex sale with a relatively long sales cycle (measured in years). He attributes his success this year (on target to smash his quota) to the…

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Are you as good as Jenkins?

I love this old American Airlines commercial about a software salesperson.  This hits the nail right on the head . . . we are responsible for the client's outcome. When you're really good, it's hard to know who employs you.

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