WorkWise: Why Corporate Culture Counts in Sales

Sales acumen is always in demand but especially so in a recession. Many salespeople leap over a critical step — gaining knowledge about corporate culture — in their zeal to close. “Working” this culture brings tangible benefits.  

Two Cultures

The Collaborative for Business Development Inc., in Medfield, Mass., trains salespeople to “look at behavioral style, obstacles and the nuances of the buying firm that you need to understand to get the sales closed.”
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