Do You Want a Relationship?

By Michael Perla

When someone is trying to sell me something, I often ask myself a key question:  Does this person want a long-term business relationship with me?

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The Hard Worker

By Joni Santos

The Sales Executive Council has found through their research that B2B sales people fall into one of five profiles – the Challenger, the Relationship Builder, the Reactive Problem Solver, the Hard Worker, and the Lone Wolf. Our experience tells us that while many top-performing sales people can display more than one of these behaviors, they do provide a quick shortcut to categorize sales professionals.

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