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Hey Bravo,

I've been in sales for a bit, from SPIN through Challenger and everything in between. I've also been lucky to work for and with some incredible brands and more importantly some amazing sales leaders.

I love sales. Naturally, i love closing deals (who doesn't) but I get the most satisfaction from the process itself. Like when an email has the desired effect (or not), when a phone call moves a deal forward or uncovers a road block we hadn't previously discussed. Or when colleagues share win/loss stories or nuances to their sales process that we can benefit from. Like any great adventure, it's constantly changing and evolving.

For me, the sales plan is virtually useless, but sales planning is essential.

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