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Keith Dugdale Articles

Written by: Keith Dugdale

The importance of understanding your buyer relationships - especially in a tough economy - Click To Read Article
The tough economy is leading to many nasty surprises for sales organisations. In many cases the surprise, or the extent of the surprise, could have been avoided if the sales organisation had better information about the relationship that they have with with their buyers. in this article Keith looks at the different ways of determining the relationship you have with your buyers.

From death of a salesman to the birth of a partner - Click To Read Article
In this article Keith will look at some of the essential differences in attitude and skill between successful sales people of yester-year and those of today.

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About the Author: Keith Dugdale
RSS for Keith's articles - Visit Keith's website

Co-author of Smarter Selling (FT Pearson 2007) and co-owner of IOWEU International Keith is trying to change the way the world sells. By focussing on building relationship capital rather than sales, organisations can build not only their short term pipeline but can secure their long term future. Working by consulting, training and coaching, IOWEU has over 100 reps in 22 countries helping local, National and Global companies build trust with their customers and clients and thus increase their Relationship Capital and their profitability.

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More from Keith Dugdale
The importance of understanding your buyer relationships especially in a tough economy
From death of a salesman to the birth of a partner


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