Research hase shown that the top deal maker within IBM regularly:
1. Define: Major "win" themes early in the sales process
2. Assess: The health of an opportunity and determine whether to pursue
3. Coordinate: Company's resource and lead cross-functional teams
4. Develop: Senior executive relationships
5. Communicate: Complex solutions, terms and conditions, and financial arrangements to the client
6. Negotiate: And close complex deals with many components
That's the secret of top sales.
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