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When I’m asked these “strategy” questions, I find myself asking the salesperson to verify the principles. Have you identified the important decision makers and influencers in the account? Perhaps created trusting personal relationships with everybody? Have you understood the customer’s situation at a deep level? Have your presented your solution in a way to that these reason to do business with you may? Have you effectively matched your proposal to the intricacies for the customer’s would like?
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