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Awesome Article here especially for the sales guy thats imposing the pressure of hitting his or her quota by the end of the month/quarter. Understanding the Buying Process is really critical. CEB's research on the Challenger Rep falls right into line with this. LEAD TO as a part of the Buyers Process and not WITH your PRODUCTS or SERVICES.
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This is not only true for sales but marketing who should be including social behaviors as a part of the ICP (Ideal Customer Profile).
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SalesTip: 5 Great Tips here for being Great at Sales and Enjoying it.
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The world of selling is moving toward collaboration and co-creation. It's time to ditch the flat, scripted sales pitch.
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Mar 9, 2012