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An excellent article – very relevant for Sales Executives and Sales Managers. The establishment of Value is so crucial to converting a Prospect into a Client. I am always reminded of the adage of “In the absence of value, decision makers default to price.” When a potential customer defaults to price, we as Sales Executives have not performed our job properly. Please keep sending your communications, Sharon. They are important.

Richard Hardaway, Director of Sales and Marketing, SCI Electronics, Inc.

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