Sales 3.0

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Hold Me Accountable

The sales manager was speaking to his young business development representative about his results and his activity. The results weren’t there, and the activity was low, and certainly lower than the sales manager expected. When the sales manager…

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Unforced Sales Errors

There are as many or more ways to lose deals than there are ways to win them. One way to lose, but likely not the most common, is to be outsold by a competitor. Fair enough, you have been on both sides of that story. However, the most common way…

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