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By Mark Pack Thu 17th December - am. Follow markpack. Which year was this observation made and, for double bragging rights, by who? Guess away in the comments thread and check back same time tomorrow to find the answer.

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This entry was posted in News. Thomas 17th Dec '09 - pm. Peter Welch 17th Dec '09 - pm. If you want to break free from the commoditized treadmill, where so many small and mid-market companies find themselves, you must develop business acumen in your salespeople. One small problem or change can have a ripple effect through the entire company. The only way you can successfully cut through this complexity is to understand the critical drivers of a business.

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To get the action and margin that you most likely want for your products and services, your salespeople must be able to influence real decision makers in organizations. Seeing the Big Picture , accurately points out five abilities needed to do this:. The Demand Creator Blog. Sure, those characteristics are important, but they do not cause success. There are just as many or more personable, persistent salespeople that fail as those that succeed.

Use your knowledge to make good decisions.