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38 Systems Thinking Questions That Expose The True Structure of A Buying Decision
In complex B2B sales, every deal is more complex than it looks on the surface. A potential buyer contacts a salesperson and asks a few questions. Inexperienced salespeople might take the conversation at face value and assume that the person calling them knows what they want, understands the full scope of the situation, and has the full authority to make the purchasing decision.
By George Brontén Read the article
