It’s about the process

September 27, 2013   // 0 Comments

Greta Schulz Ryan, a software sales rep, had been having a rough day. He’d been bombarded with questions from several customers and gotten behind on work he needed to finish before the end of the day. Then, he got a call from Wayne, a prospect who introduced himself by saying: “I’ve heard great things about your engineering software package. I saw a demo about a year ago, and was not in...

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