Tag: Sales Discovery
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How We Lost a Deal Before It Ever Started
One risk of writing a newsletter like this is trying to share insight without sounding like a blowhard who has the sales game all figured out. Because I don’t. I make poor decisions.I pursue deals I shouldn’t. I waste valuable time—mine and my team’s—more often than I’d like. What follows is a deconstruction of a…
The Craft of LBM Sales 