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Jeff Shore

Outstanding. This post serves as a self-directed report card for any leader.

Louis Gudema

Excellent post, Gerhard. Choosing which company to sell for is perhaps the most important decision a salesperson can make.

Let me suggest a couple additional things to look for, or extensions of yours:
- companies in which sales and marketing are aligned; part of that sales process needs to include not just lead generation but also scoring, nurturing, etc.
- companies with a sales-friendly culture. Any large company probably has this or they wouldn't have gotten large, but some SMB companies are more oriented toward product development or culture, or they're "lifestyle" companies in which the CEO doesn't want the company to grow beyond what s/he can control. That's fine for that CEO and company, and they may do great work, but it may not be the best place to be in sales.

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