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[2004-12-29] 3 Buying Obstacles You Must Overcome
Do you know how may sales you lose from customers who almost buy from you? Losing "almost customers" is a major source of lost income for most businesses. But few are aware of the problem and even fewer employ a strategy to prevent this unnecessary loss of income.
[2004-12-09] How Win/Loss Analysis Can Improve Your Sales Performance
Win/loss analysis, the process of differentiating why one sales effort wins and others fall short of the mark, has long been a basic tool in the competitive intelligence toolbox. Most companies conducting win/loss analysis make some changes in the way they go to market based on findings.
[2004-12-02] 7 Ways to Stop "Selling" & Start Building Relationships
Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.
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