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Selling to Zebras
Even the most competitive companies only close about 15 percent of the deals in their sales pipelines. That means that salespeople spend time with prospects who, 85 percent of the time, aren't going to buy. Wouldn't those salespeople rather spend more time pursuing prospects they knew they could close? Or spend time with their prospects where it matters most at an executiv ...more
ebook, 0 pages
Published October 1st 2008 by Greenleaf Book Group, LLC
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