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    You Don't Know What You Don't Know

    January 10, 2013
    Ideas equal moeny

    Confident, optimistic and always on the go, typical sales pros have little time to ponder what they might be missing when it comes to knowing their customers.

    We've actually heard a few salespeople claim that they know everything they need to know about their customers.

    But our customers are learning that there is plenty that they don't know about the executives influencing their sale. Sales pros will do their homework researching the company and industry dynamics, but they are guessing what decision makers want to talk about. Guessing at what their priorities are.

    Boardroom Insiders can help you learn what you don't know — uncovering what an executive decision maker wants to talk about. Her passions, personal interests, and business focus issues

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    Lee Demby

    About the Author

    Lee Demby