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01/03/2017

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Bweaversmith

Thanks, Rick, for a truly superior post. It's very hard to get everyone on board over the long term with an account, especially when it's a complex enterprise account with lots of moving parts and as many problems as opportunities. Buyers also express their desire for sellers (including account team members) who can help them frame and resolve business problems, not just talk about the vendor's own products and services. I appreciate the data and your recommendations.

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