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All Star Sales Teams by Dan Kleinman

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1
Clarify Your Sales Objectives: Planning for Change

Planning Pitfalls

Considering that we had just met, Jed was a little too glad to see me. I wondered if this CEO expected me to provide a silver bullet to eliminate whatever problem was troubling him. He didn’t keep me in suspense. As we sipped our obligatory cups of coffee, he explained that the firm’s last two quarterly financials confirmed that business was okay, but not what shareholders, investors, and analysts had expected.
He stood up and began to pace. Maybe his key product’s life cycle had reached its tipping point; maybe it was the way his company had been approaching the market; maybe it was the sales staff. He stopped and rolled his eyes. The sales staff was driving him nuts. ...

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