Hi Ya'll
Here is an executive summary from a 2007 Miller Heiman (a sales training organization) report entitled "Strategies for Complex, Business-to-Business Selling." Put this under the 411 reading category when you have time but I thought it was worth posting.
There are a few particular points of interest such as understanding discounting and value selling at the executive level as well as an organizations perception of HR in the sales process.
Download the PDF here:
http://www.mediafire.com/?2sm1exdg1of
Happy Selling!
Matt
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