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5min chapter
Why Agile Sales Reps Win More Deals with Michelle Vazzana
Operations with Sean Lane
The Importance of Experience in Selling
After nearly a decade of only focusing her research on sales managers, Michelle was hooked by this research about adaptive sellers. And instead of finding the one best way to coach and manage, she found these patterns within the behaviors of top sales reps themselves. The high performers essentially do something different in every sale, while the low performers do the same thing in every sale. But can the high performer way of doing things be taught?
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