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OPINION

BI: The Secret to Successful Customer Relationships

A sales manager once told me her secret to success. Whenever preparing for a meeting, she would always conduct research on where the prospect went to college. She would find out which school the prospect attended, and then leveraged that information by using it to make a connection during her meeting. She even had two separate teams to bring to the prospect, since she was based in Texas and many of these prospects attended either the University of Texas or Texas A & M...

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