When faced with a problem, we try to simplify our approach by eliminating the noise from the core of the matter. In business, customer satisfaction is a critical challenge, one that is clouded by complications and unknowns. As we analyze, prioritize and identify critical success factors, we often tend to focus on a single...
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Any business developer who has successfully navigated through the maze of corporate decision making and purchasing processes can tell you that a deal cannot be closed until it is approved by the person who has the power to say yes. What is also true, but often forgotten, is that an opportunity should not be...
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Veterans of the trade will tell you that a fundamental tool for business development is information. The stereotype of the salesperson who is highly social, talks to a lot of people, listens a lot, asks many questions and knows the backgrounds of people, companies, and entire industries inside out, is because of this fact....
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