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Author
Language
English
Description
The Seller's Challenge: How Top Performers Master Deal-Killing Obstacles in B2B Sales
There is a common question that troubles all sellers at points in their career: "So what do I do now?" It may be uttered out of fear or confusion but it's that moment of paralysis where they realize they are about to lose an opportunity that they had invested much time to win.
The Seller's Challenge is a "tactical field manual" that taps current research, best practices...
Author
Language
English
Description
In 2018, we co-authored The Seller's Challenge: How Top Performers Master 10 Deal Killing Obstacles in B2B Sales. Our motive in writing that book was to provide sellers a "field manual" for assembling both tactics and strategies that address these specific deal killers
This book, Buyer Centered Selling: How Modern Sellers Engage and Collaborate with Buyers, combines "seller's challenges" with "buyer's dilemmas." Without the collaborative efforts of...
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