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Selling into large organisations can be very rewarding when you succeed. It can also be a tremendous drain on both financial and staff resources across your organisation during the pursuit. If we win, we celebrate and get on with delivery. If we lose, we brush ourselves down and chase the next opportunity. Whatever the decision, the cost to the organisation is the same and often a very big number.
What financial difference would it make to your company if...
*You discovered early in the pursuit that it was not winnable and could show the reason why?
*You were able to show why you won an opportunity and in the future duplicate the process?
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