PART I
ENGAGEMENT
In the first part of the book, we are going to explore in more detail the harrowing roller-coaster ride through the highs and lows of continuous booms and busts that too many sales organizations are willing to endure. While Chapter 1 documents the boom–bust cycles, Chapter 2 shows you the role that tunnel vision plays in creating these vicious cycles, and how the 360° mindset of the Sales Radar cures tunnel vision. The key is to think of prospects and customers as being continuously engaged with the company in one way or another.
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