1/16/2012 5:00 PM
Recently, Lawrence and I were calling on a national firm, who has been more than successful over the $1 billion mark. The innovation, coupled with the operational excellence and the mixture of consumer insight research and execution, has created a future of success for their current and future growth. As Lawrence and I make an effort towards consultative selling excellence, we know the importance of understanding what kind of company we are engaging. I do not mean just understanding their industry, what they sell or how they are organized, but a more in depth understanding of what their strategic growth platform looks like, how they intend to grow over the next 10 years (implementation of growth characteristics), how will their growth or the growth of others effect other industry leaders….
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