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Niels van der Lindenadded this to Entrepreneurship
Dismantling the Sales Machine

Dismantling the Sales Machine

Harvard Business Review - Brent Adamson and Matthew Dixon and Nicholas Toman

Reprint: R1311H Sales leaders have long fixated on process discipline, monitoring reps’ conformance to “optimal” behaviors and their performance of specified activities. Recently, however, this sales machine has stalled. The approaches that once led to predictable progress in a sale do not work with …

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