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Thank you for inviting me... I found it really interesting. It was obvious that many of these perceptions and internalizations had been learned at the school of hard knocks from people who are still employed in sales in our industry. We all wrestle with the challenges of putting our value proposition in front of the right people at the right time and the number of targets will vary according to the size of the deal and the size of the company being targeted.

John Mccaffrey, Associate Partner, Accenture