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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

Sales leaders have long fixated on process discipline. They have created opportunity scorecards, qualification criteria, and activity metrics—all part of a formal sales process designed to help their team members replicate the approaches of star performers. This is the world of the sales machine, …

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