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In the fall of 1999, John Doerr met with the founders of a start-up he'd just given nearly ??12 million, the biggest investment of his career. Larry Page and Sergey Brin had amazing technology, entrepreneurial energy, and sky-high ambitions, but[...]
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Being a Challenger seller isn't enough. Your success or failure also depends on "who" you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the org[...]
