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“For the nature of these activities, you can divide field visits into three categories: 1. purely technical visits or technical sales visits (e.g., demonstrations, technical requirement discovery, or troubleshooting), 2. transactional sales (e.g., dropping by to take an order), and 3. enterprise sales (e.g., running solution-design workshops, presenting to groups of decision makers).”
― The Machine: A Radical Approach to the Design of the Sales Function
― The Machine: A Radical Approach to the Design of the Sales Function
