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How to Sell More: Tools and Techniques from Harvard Business Review by Harvard Business Review

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Four Secrets to Selling More

By David K. Williams and Mary Michelle Scott

David K. Williams and Mary Michelle Scott are CEO and President, respectively, the paired leadership team of Fishbowl, provider of Fishbowl Inventory Software, and one of Utah’s and America’s fastest growing companies. Fishbowl is based in Orem, Utah.

It’s time to forget everything you thought you knew about sales, because the down economy is challenging traditional rules. At our company, we’ve grown through the recession by relying on four counterintuitive sales tactics: We’ve avoided hiring hotshot sales stars. We’ve eliminated the prizes and incentives most companies use to motivate sales teams. We’ve invested more money in customer support. And we’ve refused ...

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