Introduction

Selling is not as fun as it used to be. That unarguable fact takes its toll on sales professionals and the organizations they represent. If you’re reading this, a good chance exists that you’re a sales pro who once loved his job. How are you feeling about it today, and more importantly, have you taken a hit on your ability to deliver results? Maybe it’s the way you wake up every day wondering where that great get-up-and-go feeling got up and went. Clients put you through the wringer with ever-increasing demands. They organize more and more people to participate in buying decisions. You are put through never-ending rounds of negotiation. More concessions are always demanded, and then even if you score a sale, where’s the celebration? ...

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