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Holdback In Desired Expertise (HIDE)
The Holdback In Desired Expertise (HIDE) is the sales-centric practice of rationing or withholding the expertise the Buyer is seeking in order to constrain or bait them into compliance with the stages of the sales process. It stipulates the first point of contact for the Buyer should be the SDR, as they are the least expert position and have the highest attrition of anyone in the company. This way, the Buyer should get no expertise, nor any consistency in their first point of contact and thus has no choice but to accommodate sales-centric requests to conform to the sales process as the Commodity Buying Experience dictates.
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