CHAPTER 4

PRESSURE CAN CREATE DIAMONDS . . . OR DUST

How does pressure impact your selling squad’s performance?

Imagine that you sell for a technology company and that you’ve decided to bring Amy, a solutions architect, to an important sales meeting. Amy is confident and one of the best you have worked with; she is highly experienced and holds an advanced degree from a prestigious university. However, she has primarily focused on working with existing customers through thorny technical configurations and has had limited experience in sales meetings and presentations. In fact, Amy has never received any formal presentation training. That presents a challenge for her as demands from clients and your own organization have changed in recent years. ...

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