Brent Adamson, managing director at CEB, Matthew Dixon, executive director at CEB, and Nicholas Toman, research director at CEB, report on how reps can’t sell to savvy customers by adhering to strict processes.This article was first published in the November 2013 issue of Harvard Business Review.
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George E Davis
- The Weef
Love HBR. Always succinct yet comprehensive.
- Benjamin C.