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What sales is has not changed. How sales are accomplished is changing radically. In this first of a two-part white paper, we present an overview of the state of sales today, supported by metrics from our 2007 Sales Performance Optimization survey. The differences between S1.0 and S2.0 are represented in the comparison between old-style circus companies and the modern circus (think Ringling Bros. vs. Cirque du Soleil). Where one was chaotic and featured individual daredevils, the new model is choreographed and based on synchronized collaboration among excellent performers. |
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