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Tag: Customer

No Plan Survives The First Contact

November 22, 2017 0 Comments
No Plan Survives The First Contact

Planning: I’m told that Benjamin Franklin said, “Failing to plan is planning to fail.” Planning is critical in order to move an organization toward achievement of the vision. In the same way that a map is not the territory, a business plan is not the way the market is or will be at the time […]

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Sales Up To 70% Complete, Without You!

September 9, 2015 0 Comments
Sales Up To 70% Complete, Without You!

According to a CEB 2012 study, the sales process for most products/services is between 57% and 70% completed before you’re even contacted. My belief is that if we were to update that study, we’d find the responses closer to 70% than 50%. This idea was driven home for me as I was planning on some […]

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