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It’s definitely not a sellingskills book. This is another sales book that’s less a book about sellingskills and more a book about both product marketing and sales management. Power Prospecting. That’s Power Prospecting. Freese’s Question-Based Selling. Conversations That Win the Complex Sale.
Great sales people are constantly looking for customers by prospecting, filling their pipelines with high quality opportunities, helping the customer navigate their buying cycle. Our ideal is they spend 100% of their time engaged with customers, selling. He’s bang on with this, but this is an unfortunate, often seductive reality.
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