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Inside Sales Skills Revealed: #3 Navigating

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Published on Jul 16, 2009

Ask any inside sales rep if their contact at a company has buying power, and theyll usually say yes. Then ask them why their forecasted deal has been stagnant for the past few months and youll hear every creative and convincing excuse beyond their control. Chances are, theyve aligned themselves with a No-Po — a friendly, charming, helpful person who doesnt have the power to close a deal.

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