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The Art of the Sale

In today's economy, bright ideas are what it takes to land a sale. So we went to the source--to salespeople at super-successful companies--to provide you with surefire tips for selling.

This story appears in the August 2003 issue of Entrepreneur. Subscribe »

Customers aren't buying. Sales cycles are longer and more complex. Welcome to the world of sales in 2003. For you and your sales team, selling isn't as easy-or as fun-as it was just three years ago. In fact, for many salespeople, selling has become an exercise in pain tolerance.

"The demands on salespeople today are greater than ever before," says Joe Galvin, vice president and research director of CRM strategies for Gartner Inc. "The bar has risen. It's not just a more competitive environment, it's an environment that requires greater skill."

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