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The New Solution Selling, 2nd Edition by Keith M. Eades

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CHAPTER TENVision Re-engineering

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Lotus Development Corporation successfully deployed Solution Selling throughout the company. Lotus gave us lots of credit for helping it achieve significant sales results, and for that I will always be grateful. Lotus originally set a goal of selling 30 million sets of Lotus Notes, and it achieved that goal almost two years earlier than the original plan called for. The keys to this early success were an outstanding product and Solution Selling. Solution Selling enabled them to sell Notes as an enterprise-wide solution to business executives, which had been a challenge for Lotus salespeople before they used Solution ...

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