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In this white paper, David Hoffeld writes about a startling problem that is hindering the profession of selling. He discloses documented proof that the core philosophy that is taught in sales training has not changed in nearly 100 years. David explains why this is problematic and why the discipline of sales, which was once thriving, has not evolved. The paper concludes with a practical analysis of how the discipline of sales can emerge out of its dark ages.
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