Comments on: Guest Article: “Winning a New Client When There is an Incumbent,” by Andrew Sobel http://salesandmanagementblog.com/2008/08/13/guest-article-winning-a-new-client-when-there-is-an-incumbent-by-andrew-sobel/ Climate declared: 3.4 kg of CO2 per kg of product due to excessive amounts of hot air Fri, 25 May 2012 16:25:47 +0000 hourly 1 http://wordpress.com/ By: Making Sure People Remember You (in a Good Way) http://salesandmanagementblog.com/2008/08/13/guest-article-winning-a-new-client-when-there-is-an-incumbent-by-andrew-sobel/#comment-1610 Mon, 12 Jan 2009 17:10:05 +0000 http://pmccord.wordpress.com/?p=454#comment-1610 [...] was reading Andrew Sobel’s article on winning new clients with incumbents are already there, and struck by a theme. Sobel has a fantastic summary of things you can do to wedge yourself in and [...]

]]> By: Bryan Neale http://salesandmanagementblog.com/2008/08/13/guest-article-winning-a-new-client-when-there-is-an-incumbent-by-andrew-sobel/#comment-850 Mon, 25 Aug 2008 16:12:12 +0000 http://pmccord.wordpress.com/?p=454#comment-850 Excellent post….especially number 7. I feel the biggest mistake most professional sales people make is thinking about these situations as “transactions” instead of relationships. Those who stay will play and those who leave will grieve…Bryan

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