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Beyond the Sales Process by Dave Stein, Steve Andersen

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STRATEGY 4

Elevate the Conversation: Defining and Pursuing Customer Value Targets

Let’s take a look at where we are: as you move from visioning success with your customer into Strategy 4, you are at a critical juncture. You’re still before the sale and you’ve worked hard to get here, but there’s more work to do with your customer if you ever want to engage with them in a real opportunity. Your research, exploration, and visioning have led you to the threshold of developing new business, and you’re just about to step across.

You have good reason to be confident, and it’s because of how you’ve engaged with your customer up to this point. Through your research, you’ve learned about their organization, and you’re tuned in to the news and developments ...

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