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Achieving Credibility with Client Executives

Admin Greg

Senior Member
Staff member
Apr 13, 2004
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Achieving credibility with client executives is a major factor in developing lasting business relationships, according to two studies done by OnTarget and the Kenan-Flagler Business School. These two studies focused on the relationships that salespeople developed with executives, from the perspective of C-level executives. The conclusion: That becoming a trusted advisor to these executives should be a major objective for most salespeople involved in high value, complex sales campaigns.

http://www.eyesonsales.com/articles.php?a=363
 
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