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Category Archives: Sales Process

Words, Words and More Words

Opinions, Sales ProcessBy Les DeckDecember 23, 2015Leave a comment

We are deep into a political campaign to top them all. The very nature of this particular debate process is divisive. Harsh words fall like rain from virtually all of the candidates. We cannot look up without encountering vitriol from all directions. I’ve been a life-long persuader, but for the past couple of years my…

Finding the Sweet Spot in the Value Chain

Business, Sales ProcessBy Les DeckOctober 24, 2014Leave a comment

In a coaching session with one of my CEO clients yesterday, a wonderful thing happened. Something bubbled up that can make life easier. We reviewed a new high-potential opportunity he’s pursuing. As we inventoried the factors involved, it became clear that his company is the logical supplier of the services required.  Moreover, since he already…

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