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About six months ago, Tim had done some research on firms in his sales territory and decided that The Hubble Group was a prime prospect. In the course of the research, he had obtained a publicly available corporate report which contained the names of all the company officers from the CEO down to the line managers.Read More
If your boss tells you to pay attention to what this salesperson is selling, you probably will. If someone two levels down tells you to pay attention to what this salesperson is selling, you’ll probably get around to it eventually. If you are the salesperson in question, which situation is better for you?Read More
Lulls in conversations are not bad, and there is no reason for you to fill them in.Read More
People in pain want relief; don’t get in their way of getting relief.Read More