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Is Breaking Rules Good for Sales?
Sales organizations are built on rules: both internal rules and adherence to their customers’ rules. Obeying these rules is good – and has made many companies successful over the years. But when is it right to bend, or break, the rules?
Re-defining Your Sales Challenge
Re-defining Your Sales Challenge
Last week we discussed how questions can help to define your customer’s problem

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Alastair was an executive with a global technology company and my host for a three-day meeting on sales strategy. “Our sales organization needs some inspiration, Mark. That’s what this meeting is all about. Getting them to loosen up and think differently about new ways to help the customer.”

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