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10 Steps to Successful Sales by Brian Lambert

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STEP NINE

Manage Your Sales Organization

OVERVIEW

  • It's not the job title but the hats you must wear
  • Manage expectations
  • Run effective internal meetings
  • Know the sales culture

Professional sales success as a trusted advisor often requires organizational support. That doesn't mean a token nod to the sales team by a department or a function; rather, it is an understanding of the processes that intertwine and work together to align to the market and to the buyers. While these processes can be organized in numerous ways, each process requires you, and oftentimes other colleagues, to be highly focused on the customer's definition of value.

The needs of your clients and the business you operate within will require you to be highly adaptable and ...

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