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ISSA-TV: Don't Put All Your Eggs in One Basket

January 27, 2016 << Back to News

In days of yore, sales reps would develop a relationship with a company by focusing on the buyer and then nurturing a close relationship with just one key contact. But what happens when that contact gets sick, moves into another role, or leaves the company? In this week's free ISSA-TV Educational Quick Clip video, sales consultant Jim Pancero explains why the old account-management model doesn't work anymore—and how sales teams should build relationships in the 21st century.

Tune in now.