Product “rationalization” is all well and good, but you’ve probably already figured out that it puts you, the sales manager, in a serious bind. So here’s how to get out of it: Put your customer’s Procurement people in a bind of their own.
There’s a Way to Win the Showdown with Your Customer
Tips for driving higher revenue and profits in B2B sales.
December 13, 2012
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Marketing Essentials Course
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Learn how to communicate with your customers—strategically.
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New!
HBR Learning
HBR Learning
Marketing Essentials Course
Accelerate your career with Harvard ManageMentor®. HBR Learning’s online leadership training helps you hone your skills with courses like Marketing Essentials. Earn badges to share on LinkedIn and your resume. Access more than 40 courses trusted by Fortune 500 companies.
Learn how to communicate with your customers—strategically.