CHAPTER 9
People Over Process
The Key Traits of Emotionally Intelligent Sales Cultures
THE GOAL of sales organizations is to grow profitable, sustainable revenues. To make this happen, CEOs and sales managers watch trends in the market to learn where to invest future time and energy. They analyze existing customers to determine account penetration and up-selling opportunities. They compile prospect lists, develop pursuit strategies, study the competition to expose gaps in their offerings, and evaluate marketing and sales collateral to make sure messaging statements are on target.
These are all best practices that will increase sales. But there is also another way to increase sales that is often overlooked or undervalued. If you want to dramatically ...
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