Nalla Duarte and the Story the Sales Team Couldn’t Tell

The call came in on the last Thursday of the quarter, precisely when bad habits like to disguise themselves as urgency. Jordan Hale, Meridian’s Vice President of Sales, stepped into Nalla Duarte’s office without knocking, holding a printed deal sheet in one hand and the strained expression of someone who already disliked the answer he expected.

“We need help on the Falcon Systems deal,” he said. “They’re asking for another seven percent to close today.”

Nalla motioned for him to sit.

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