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Lattice Collaborates with Arm to Advance Secure, Adaptable AI Data Center Infrastructure

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DCA Manufacturing Achieves AS9100D Aerospace Quality Certification

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Compal Earns Two Honors for AI Transformation at Digital Transformation Awards

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It’s Only Common Sense: Make Your ‘Account’ the Whole Organization

09/28/2026 | Dan Beaulieu -- Column: It's Only Common Sense
Too many salespeople confuse personal familiarity with account penetration, but one contact does not make an account. Maybe that person likes you. She buys you lunch, answers your calls, and sends you RFQs. But what happens when she leaves or gets promoted? Then what do you have?  Nothing. Your account is the whole organization, which contains people with different responsibilities, pressures, priorities, and definitions of value. Professional salespeople understand that winning an account means building credibility throughout that organization.
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