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Building My Business Webinar - October 10
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When: 10/10/2013
4 p.m. Eastern

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October 2013
How to Engage Wider & Higher Inside Accounts
4 p.m. Eastern, Thursday, Oct. 10

Presented by Jim Heffernan, president, Insights53 LLC

Why do reps keep calling on IT, FM and purchasing? They experience success where the conversation is about product. Outside of that comfort zone, however, reps are expected to lead business conversations focused on customer initiatives and how they can help deliver measurable results. In this role, studies report a 75-percent failure rate. Why? Technology resellers lack an effective process for consistently creating business conversations.

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