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Missing Sales Research and a Call for Sales Superstars
So the research or intelligence above may help you learn why you didn't get the business, perceptions about your company, its shortcomings, and the perceived advantages of your competition. But the author left out the most useful sales research...
Born to Sell? Give me a Break
We all have opinions. We all prefer one style over another. We all have what we believe are better methodologies, strategies and tactics. But there are some topics that are just begging for data - not opinion - and the author I seem to target more than any other just wrote one such article on whether great sales pros are born that way. All opinion. But based on what? He doesn't really say. He simply uses his two kids as comparison. The problem is, he is dead wrong and the data says so.

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