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Beyond the Sales Process by Dave Stein, Steve Andersen

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STRATEGY 10

Validate the Impact: Measuring Success with Your Customer

How did you feel when your customer told you that they had decided to move forward with you and your organization? Few events in the life of a salesperson or account manager are more exciting and euphoric than the moment of winning. At the instant your customer declares that you have captured their preference and they want to partner with you, only you know the distance you’ve already traveled, and how difficult and stressful the journey was at times. If not for your diligence, discipline, and tenacity, you would likely have ended in a very different place.

Along the road to your win, you may have encountered managers who suggested that you were investing too much time into ...

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