It’s challenging because small sales teams have a diseconomy of scale. The marginal cost of sales management per rep is increasing with every hire. Those can be direct cost, but also opportunity cost.
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Now it is time to take a look at what questions to ask. Here are 75 questions, grouped by their intent or their situational setting in the sales process.
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In today’s market place no business can afford to stand-still. In fact, it is impossible. One is either moving forward or going backward. And hopefully going forward with profitable new name revenues.
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