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 Capturing the Wallet of the Future: Transforming Your Sales Force to Grow Customer Wallets
Peter F. Mathias
In today's market environment, the major challenge of most large companies is the unrelenting demand for profitable revenue growth. As senior managers confront this challenge they will increasingly look to their strategic customers as a critical part of the answer.
This article describes how the 21st century is likely to see the a new sales paradigm based on collective learning, innovation, relationship and customer wallet expansion.
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