Sales 3.0

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How To Make Good Choices in Sales

The reason to understand where a buyer is in their process is so you have an orienting generalization, some idea about where they are in the decision-making process. But because decision-making is often a non-linear process, you want a deep…

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Underestimating Progress

Sales is one of the few endeavors where so much of the focus is on results. We celebrate the results that we achieve, winning new business and reaching and exceeding goals. These things are worth celebrating. But the progress towards those results…

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The Case for Traditional Discovery

For the last eight or nine years, a lot of the content around sales improvement, especially as it pertains to prospecting and discovery, has been about providing insights and ideas, as well as being more strategic. These ideas have been critical…

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