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This year's training is on Strategic Account Development (selling to the executive level in our client companies), coupled with an initiative to sell 18 major titles we've identified as key prospects for the year. I'm calling it our Bagging Elephants initiative.
It's February 3, and we've already bagged the first elephant, with decisions on three more due in February. Do me a favor: keep the whole idea of selling above the production manager level the heck out of your column.
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