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Remember during your sales presentation when there were so many buying signals you needed an air traffic controller to navigate them? Then negotiations began. You were almost done but the [...]

“Grant me the serenity to accept sales’ facts of life (sFOL) – the courage to do the right selling work – and the wisdom to know the difference.” a Seller’s [...]

If you’re buying, or managing, a contract service, this is the big question. Yet it feels more like a riddle than a question. And like a riddle, the answer is simple and complex at the same [...]