The myth of great relationships
How “great relationships” can harm sales
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Dave Kahle
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2. Trading accounts among salespeople. Take some of those “great relationship” accounts—particularly those that aren’t growing—away from the salesperson and assign them to someone else. Often, a fresh salesperson, unburdened by the baggage of the precedents and expectations of “great relationships,” can focus on sales issues and grow the business.
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Dave Kahle
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