Too often we trade building the right solution for our dream clients for building a solution for one group within our clients. By not diagnosing the entire organization to discover the ground truth, we often miss the mark with our solutions, risking losing the deal, setting unrealistic expectations, ignoring the constraints that prevent better outcomes, and creating resistance from the very groups we build our solutions to help.
Discovering the Ground Truth
Posted by iannarino under SalesFrom http://thesalesblog.com 5088 days ago
Made Hot by: SalesBlogcast on May 26, 2010 5:56 am
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