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Be the GPS For Your Buyer

Buyers have two identifiable responsibilities: maneuver through their internal, behind-the-scenes buy-in issues to ensure a trouble-free change process, and choose a solution that will address their stakeholder's criteria for systems excellence while maintaining the integrity of the system. Sales addresses one of these jobs, but not the other. In fact, we've never been taught the skills to help with the off-line issues buyers address.

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