I'm also struck by how casuallly we, both sales people and managers, take the strategy development process early in the sales cycle. I see few reviews, little coaching. The reviews usually start mid way through the process and increase in intensity toward the end. But it's early in the process where we really have the opportunity to shape our strategy, to help shape the customer's approach to making a buying decision.
"Pissing On The Ashes"
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4435 days ago
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