Qualifying Activities and Tactics

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Uploaded by on Apr 20, 2009

http://purecooke.com It may look like a cooking class but it is not. Sales Cooke takes a look at the analogy of "just like peeling an onion" and challenges the premise. According to Sales Cooke, true information gathering in qualifying requires digging deep into the opportunity. Peeling the layers away just doesn't work and a knife-like approach is much more effective.

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