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Designing your Sales Culture for the age of the Customer
Across B2B sales organizations, it is no longer uncommon to see dismal statistics around the performance and productivity of the sales force. Many organizations are seeing their sales and margins erode...
View ArticleGot Aspirin. Seeking Someone With a Headache
If there’s something most companies have in common it’s that they all claim to be customer centric. We spend a lot of time and effort on customer centricity, meticulously designing customer...
View ArticleEvolving Sales for Value Co-Creation
It’s another Monday morning meeting with your customer. This time, you sharpen your pitch. You put all the use-cases and customer success stories on the table. Your customer doesn’t even flinch....
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