HAVE YOU EVER SPENT MONTHS courting a customer, touting your firm's expertise, providing demos, proposals, and elegant solutions to their biggest problems, only to have that customer reject your bid on price? Or have you aggressively sought a piece of business with low prices only to lose out because the client didn't feel you could meet their needs? Matching what you sell to what the customer is buying is one of the most basic and most difficult challenges faced by your sales force. Getting ...
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