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Sales Warrior Lesson 15: New AccountsThe only resource a salesperson has is his or her time. A number of the toolkits of classical strategy are designed to optimize your use of time and help you make good decisions about how to use your time in a given situation.
The first decision you have to make about your time is whether or not you
need to defend, that is, build on existing accounts, or attack, that is, move
into new areas. We simplify this decision by making it about excess resources.
Put what you can into existing accounts, but when you have excess time, no
matter how little, put it into developing new territory. |
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
