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Why Reps Can’t Sell. It’s the (Selling) System, Stupid!

Posted by Kent Potts on Apr 22, 2014 9:55:00 AM

Article by  on April 17, 2014 Editor's Pick 2 Comments

Two words for sales reps trying to get time with Pete Sattler, CIO of International Flavors & Fragrances: Lotsa Luck. You’ll need it, because you won’t get past his defenses aimed at avoiding time-wasting reps that pitch “feature bingo.”

During his two decades of experience with sales reps, he’s also seen all the tricks designed to get past gatekeepers. So don’t bother calling after 5 p.m., sending him half a gift (the other half to be delivered when he meets with you), or anything else.

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Topics: sales content management, sales enablement, marketing automation, sales empowerment

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