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Winning the Battle for Sales: Lessons on Closing Every Deal from the World's Greatest Military Victories by John Golden

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7BATTLE OF CLONTARFBRIAN BORU VERSUSTHE VIKINGS (1014)

THE VALUE DRIVERS:THE UNSEEN OPPORTUNITY

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I was seldom able to see an opportunity until it had ceased to be one.—MARK TWAIN

 

At the Battle of Clontarf in 1014, Brian Boru, the last High King of Ireland, led his forces against a combined force of Irish rebels and Viking mercenaries led by the King of Leinster, Máel Mórda mac Murchada. The loyal Irish routed the opposition, but Brian Boru was murdered in his tent by a couple of Vikings who came across him while fleeing the battlefield.

The sales lesson is on the importance of the unseen opportunity as a driver of value for the customer. While ...

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