A client of ours, who provides a uniquely designed sales performance improvement program design for a unique niche, was involved in a large, complex sale with a major company in their market. Traditional sales theory would lead to a focus on one of two roles/personas at the company: The executive in charge of sales revenue, or The executive in charge of training. My client won the sale, and in the debrief we confirmed something very few people would have expected. While the client did a...
