How do you improve sales performance?  I’ve read a lot of sales studies in my time and most of them state the obvious (“sales leaders are worried about a downturn in the global economy” … no kidding?  Me too) or raise questions that only an expensive consultant will tell you the answer to. However, the

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As an Account Manager, there’s always something to negotiate.  Whether it’s setting expectations or upselling a new product, a commercial discussion is inevitable.  Too often we retreat from these conversations because we have a great relationship with our client.  Selling feels manipulative.  We want to be liked.  We don’t want to be annoying.  We empathise with

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