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Business Development Managers. Consultants. Sales Executives and Sales Managers. Your sales process should cover various aspects of your phone or face to face relationshipbuilding with your potential clients. These include: Building rapport. Penetrate The Market Step #4 – Referrals. Qualifying.
Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationshipbuilding is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. Sales Management. Matthew Dixon and Brent Adamson.
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