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Unformatted text preview: necessitates organic growth STM Alignment 91% of world class companies, 37% for others convince companies to participate in study by giving them the completed study Old School: telling, sharing, talking, explaning, data dumping New Thought: Listening, asking, questioning, discussing, probing Facilitate buying process, dont just try to drive sales Deliver commodity that meets specs Deliver good products or services Provide good service and support Contribute to business issues Contribute to organizational issues Must understand Customer Relationships! Performing in Tumultuous Times: Performers, planners, justifiers, blamers CMD: builds brand through thought leadership, targets executives in Fortune 1000 companies...
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