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Sales reps need to understand the process they’re running to ever be effective. Tactics, tricks, techniques, talk tracks, objection rebuttals. All of that is secondary to process. It has to be. Process varies widely, and most sales reps don’t actually understand the process they’re running. Organizations don’t do a great job of training process, and reps end up lost in their deals because of it. If you want to actually crush it in sales, understand that your process is the thing you want to mast
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