Most organizations specialize in winning a very narrow band of deals that they have built their selling processes around. These are the easy deals with companies most likely to do business with them. Where organizations get stuck is when they build so much structure around that narrow deal band that they are unable to win deals outside of it. In this episode, Charles and Dan explain the thinking behind the Win Spectrum, and how organizations can expand their own Win Spectrums to close other kinds of deals.
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