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Publisher's Summary

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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©2013 by the President and Fellows of Harvard College, All Rights Reserved (P)2013 Audible Inc.
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Customer Reviews

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5 out of 5 stars
By The Weef on 02-23-16

George E Davis

extremely good advice for developing sales teams in the current environment. smaller organizations will benefit from this approach because the cost of the previous sale structures do not return the value that the new models are able to achieve. therefore, entry into the ideal sales platform is easier to achieve than ever before. this less structured model is also highly desirable to the new generation of sales leaders.

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5 out of 5 stars
By Benjamin C. on 03-04-15

Love HBR. Always succinct yet comprehensive.

This is an excellent snapshot into the future of sales. Would recommend anyone in sales or sales team management to give this a listen.

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