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The Weekend Excuse: "Oh, I promised our babysitter I'd check in with her before (give the current time)-will you excuse me a sec?"
Which brings me to The Challenger Sale and the work of the Sales Executive Council.
I was at a conference in Australia when I first heard that the Sales Executive Council had some startling new research on sales effectiveness.
I must admit that, while I respected the SEC and their good track record of solid methodology, I had been bitten enough by poor research to think to myself, "This will probably be yet another disappointment."
It was reassuring to find that the SEC research had adopted exactly that approach.
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