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Before I joined Telelink Emergency Response Centre several years ago, I had never heard of Journey Management, and my idea of a Trip Risk Assessment was asking myself how many coffees I would need to get to where I was driving. In the sales profession, however, you are only as good as what you know. If you don’t understand your buyers’ struggles and business in a way that makes you valuable, you don’t deserve their attention. (Before reading any further, if you aren’t sure what Journey Management is - check out this quick blog. It is commonplace in the energy industry, and now starting to catch on in other industries. It not only saves lives, it makes complete fiscal sense which is where this post is going.) Over the last several years I have spent more time talking about Journey Management and driver safety than talking about my dogs - and I spend an obscene amount of time talking about my dogs. Most...

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