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Why a Shared Mental Model is the Missing Piece in Complex Sales
In the world of complex sales, we spend a lot of time talking about prospecting, pipeline, win/loss analysis, and how to reach the right stakeholders. We invest in more training and coaching, better strategy, and processes. We hire more effectively, purchase enablement technology, and still… sales effectiveness rarely improves by more than a margin.
By George Brontén Read the article
