No Seminars in Foxholes offers practical lessons for real-world
salespeople. You will learn (1) the best sales tactics to use
depend on the situation; (2) the strength of your product, company,
status at an account, and timing of market entry are crucial, (3)
people in the sales process are swayed by politics and emotions;
(4) prospects will select vendors based on how they feel about the
limited inputs they have; (5) how to gather, often surreptitiously,
the information you need about the decision process; (6) how to use
that knowledge and other techniques to affect the outcome.
One-size-fits-all approaches to sales do not work. This book will
change how you view the sales profession.
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