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Bill Gates used this phrase to open his TED Talk with impact. Interestingly, the point he emphasizes — and the single common attribute of all high-performing individuals, from CEO billionaires and singers on The Voice, to Hollywood celebrities and Olympic athletes — is the best of the best have great coaches. Sales managers and reps need great…

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Top Reasons Why Deals are Stalling


The Buyer is unsure how the decision gets made Over the past several years, review and approval processes continue to be scrutinized by Procurement/Risk/Security/Governance/Compliance/Vendor Management. Instead of assuming you are working with a buyer who understands the signing authority, try asking three specific questions: 1. Who are the persons involved in making the decision? 2.…

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