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Courageous Training by Robert Brinkerhoff, Tim Mooney

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12Case Example #4: From Training Delivery to Trusted Advisor

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Sales Force Transformation at Insight Enterprises

JULIE DERVINVice President of Learning and Development

Today, August 2007, Insight Enterprises (Insight) is striving to be an information technologies (IT) solutions provider that partners with our clients to enhance their business performance through innovative technology solutions. We have strong partnerships with clients in enterprise, small to medium business, and public sector markets. Currently, Insight has more than 4,500 employees worldwide and serves clients in more196 than 170 countries. When I started with Insight in April of 2000, our strategy was based on a transactional sales model, differentiating from competitors ...

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