"Understanding Decision Criteria" by Julie Thomas

"We find that Sales Reps and Sales Managers all over the world often get very frustrated. They have a piece of business or an opportunity that they are working to close. They've done everything the customer has asked them to do. They think it's done, they forecast the deal. They show up to pick up the paperwork, only to find out that something has changed in the customer. And they're left holding the bag, trying to backpeddle and find out what happened."


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