FIGURE 10.1  Execute Stage of a Selling Squad


Picture this scenario . . .

A selling squad, comprised of four colleagues, arrived from four different locations for an important customer meeting, where they planned to challenge a stakeholder’s thinking on a pending project. In the process, they hoped to get an opportunity to expand this customer’s view of their firm’s capabilities and to find work outside the one division that had used them in the past.

All four members had put in the time to prepare for this meeting and felt good about their chances. The meeting was set to begin at 2 p.m. and, as the time got ...

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