Don't get trapped by your past successes

10/16/2013 | SalesTrainingConnection.com

No single account strategy will be suitable for every selling situation, writes Richard Ruff of Sales Horizons. Moreover, your account strategy is likely to fall flat if you fail to gather the right information or if you rely too heavily on certain strategies simply because they have worked in the past. "In order to think and act effectively throughout the entire sales cycle, your sales strategy requires constant updating," he writes.

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