How to Become a B2B Sales Representative (Deal Making for Dummies)

If you’re fascinated by the prospect of forging profitable business relationships or curious about the journey to becoming a B2B sales representative, you’ve arrived at the right platform.

In this guide, we’re going to delve into the SPECIFIC steps you need to take to kick-start your career as a B2B sales representative. We’re going to discuss:

The skills you need.
The education that can boost your potential.
How to secure a job as a B2B sales representative.

So, whether you’re a novice in sales or a seasoned professional seeking to enhance your abilities, stay with us.

We’re about to disclose the roadmap to becoming a B2B sales representative.

Let’s embark on this journey!

Contents show

Steps to Become a B2B Sales Representative

Step 1: Understand the B2B Sales Environment

The first and most essential step in pursuing a career as a B2B Sales Representative is understanding the B2B sales environment.

Unlike B2C sales, B2B sales often involve selling products, services, or solutions to businesses.

This requires a deep understanding of the business’s needs, long-term goals, and decision-making process.

You should familiarize yourself with the sales cycle, which in the B2B environment tends to be longer and involve more decision-makers.

Understanding the dynamics of different industries, developing strong market knowledge and learning about different business models is also crucial.

You will also need to understand the role of relationship building in B2B sales.

Building and maintaining relationships with potential and existing clients is an essential part of the job.

You should also be aware of the importance of networking and creating partnerships in this field.

It’s advisable to read up on B2B sales strategies, tactics, and trends.

There are many resources available online, such as blogs, webinars, and courses, which can help you gain a solid understanding of the B2B sales environment.

You can also find useful insights from books, podcasts, and networking events.

Remember, your goal is to become a trusted advisor to your clients, not just a salesperson.

This involves understanding their business, identifying their needs, and providing solutions that help them achieve their objectives.

Step 2: Acquire Formal Education

While a high school diploma may be sufficient for some entry-level sales positions, most businesses prefer hiring B2B Sales Representatives who have a bachelor’s degree.

The degree could be in Business, Marketing, Communications, or related fields.

These programs can provide you with a fundamental understanding of business principles, consumer behavior, marketing strategies, and communication techniques.

During your undergraduate studies, try to take courses related to sales, such as sales management, business communication, consumer behavior, marketing research, and advertising.

These courses will provide you with a comprehensive understanding of the sales process, from identifying potential leads to closing deals.

It’s also beneficial to participate in internship programs where you can get hands-on sales experience.

This will not only provide you with practical skills but also help you understand the dynamics of a sales environment.

While not a requirement, pursuing further education like a Master’s in Business Administration (MBA) could set you apart from other candidates.

It can also prepare you for higher-level positions within the sales department or other management roles.

Remember, education is not just about obtaining a degree.

It’s also about developing strong communication, negotiation, and problem-solving skills, which are critical for success in B2B sales.

Step 3: Develop Essential Sales Skills

In order to excel in B2B sales, you need to develop key sales skills that will help you connect with potential clients and make successful deals.

These skills include but are not limited to:

Communication: This is vital as you need to clearly express your thoughts and understand the needs of your clients.

Relationship Building: In B2B sales, you will not be dealing with individuals but with businesses.

Building strong relationships with key stakeholders within these businesses is paramount.

Negotiation: You will often find yourself in situations where you need to negotiate terms, prices, or services.

Being a strong negotiator can make the difference between a successful sale and a missed opportunity.

Prospecting: Finding potential customers is a crucial part of B2B sales.

Prospecting involves identifying potential clients and determining the probability of converting them into customers.

Time Management: As a sales representative, you will need to balance multiple tasks at once, so good time management is crucial.

Knowledge of Sales Tools: Familiarize yourself with CRM systems, social media, and other sales tools that can help you organize your tasks and keep track of leads and customers.

You can develop these skills through various training programs, on-the-job experience, sales workshops, and by reading sales books.

Remember, continuous learning and adapting is key in a sales role.

Step 4: Gain Industry Knowledge

In the role of a B2B Sales Representative, it is crucial to gain extensive knowledge about the industry you will be operating in.

This includes understanding market trends, competition, customer demands, industry challenges, as well as the products or services you are selling.

Start by conducting thorough research about your industry, including reading industry publications, attending seminars and trade shows, and networking with professionals in the field.

Understand the features and benefits of your product or service and how it fits into the industry.

Learn about your competitors, what they offer, and how your product or service differentiates from theirs.

Moreover, to effectively sell to businesses, it is important to understand their specific needs and challenges.

This means learning about the business structures, processes, and decision-making protocols of your potential clients.

Understanding the business environment of your customers will help you tailor your sales approach to their unique needs.

Finally, continuous learning is key.

The business landscape and market trends change constantly, so staying up-to-date with industry news and changes will keep you ahead of the game.

Join professional associations, participate in online forums and discussions related to your industry, and consider taking courses or certifications to expand your knowledge.

Remember, the more industry knowledge you have, the more value you can bring to your customers, which ultimately leads to successful sales.

Step 5: Learn About B2B Sales Processes and Techniques

At this stage, it’s crucial to familiarize yourself with the intricate world of business-to-business (B2B) sales.

This sector differs significantly from business-to-consumer (B2C) sales, so understanding its nuances can be pivotal in your career as a B2B Sales Representative.

Consider attending training courses, workshops, or seminars that focus on B2B sales strategies.

These could include topics like effective communication, negotiation, and persuasion tactics in a business environment.

You can also self-learn by reading books, listening to podcasts, or following industry-specific blogs.

In addition to this, understand the sales process involved in B2B sales, such as lead generation, prospecting, presenting, negotiating, and closing the deal.

Familiarize yourself with the sales funnel and its stages to better manage your clients and sales pipeline.

Another critical technique to learn is how to build and maintain relationships with key decision-makers in the businesses you are selling to.

B2B sales often involve long-term contracts, so cultivating strong business relationships is essential.

Lastly, stay updated with the latest sales technology, such as Customer Relationship Management (CRM) tools, and learn how they can aid in your sales process.

Effective use of these tools can significantly improve your efficiency and productivity as a B2B Sales Representative.

Step 6: Get Sales Experience

In a B2B Sales Representative role, hands-on sales experience is invaluable.

Start by working in entry-level sales roles in any field to learn the ropes.

This can include roles such as a sales associate, customer service representative, or telemarketing representative.

This will help you understand the art of selling, gain insight into customer behavior, and learn how to handle objections.

You can then transition into roles that are more aligned with B2B sales, such as an account manager or sales coordinator.

You should strive to excel in these positions, focusing on honing your negotiation, communication, and relationship-building skills.

Many successful B2B sales representatives also pursue internships or co-op positions in the industry of their interest.

Such opportunities provide practical, on-the-job training and can often lead to full-time positions.

During these experiences, always strive to meet or exceed sales quotas and show initiative, as this could increase your chances of moving up the ladder.

Remember, real-world sales experience will not only provide you with the necessary skills but also give you the confidence to handle complex B2B sales scenarios.

Step 7: Build a Professional Network

Building a strong professional network is crucial for a B2B Sales Representative.

It will open doors to new business opportunities, provide valuable insights into industry trends, and offer support during challenging times.

To start, you should consider joining relevant industry groups, attending trade shows, and participating in networking events.

Being active on professional networking platforms like LinkedIn can also be beneficial.

When networking, remember that it’s not just about taking, it’s also about giving.

Be prepared to share your own knowledge and experiences, and always offer your help to others when possible.

It’s also important to maintain relationships with your existing contacts, so make sure to follow up regularly and show genuine interest in their work.

As a B2B sales representative, your network can include various professionals such as potential clients, industry experts, and even competitors.

Having a diverse network can provide unique perspectives and help you better understand the market and your clients’ needs.

Keep in mind that networking is not a one-time activity, it’s a continuous process that requires regular effort and engagement.

Step 8: Familiarize Yourself with CRM and Sales Tools

As a B2B Sales Representative, you should be adept at using various Customer Relationship Management (CRM) systems and sales tools.

These tools will be invaluable in managing your sales pipeline, tracking interactions with potential clients, and analyzing sales data to optimize your strategies.

To familiarize yourself with these tools, start by identifying the most commonly used CRM systems in the industry.

Salesforce, HubSpot, and Zoho are a few examples.

Look for online tutorials, courses, and resources to help you understand how to use these systems effectively.

You can also take advantage of free trials offered by these CRM providers to gain hands-on experience.

Additionally, you’ll need to be comfortable using sales tools and software for tasks such as scheduling appointments, sending follow-up emails, generating leads, and tracking performance metrics.

Tools such as LinkedIn Sales Navigator, Outreach, Yesware, and InsideSales are often used in B2B sales roles.

Remember, proficiency in these tools not only enhances your productivity but also demonstrates your readiness and commitment to the role of a B2B Sales Representative.

Moreover, being tech-savvy can give you a competitive edge in the rapidly evolving business landscape.

Step 9: Obtain Certifications in Sales Methodologies

As a B2B Sales Representative, obtaining certifications in various sales methodologies can boost your skills and increase your credibility.

A sales methodology is a framework or approach used to guide a sale from start to finish.

Different methodologies are designed for different types of sales scenarios, and understanding more than one approach can give you the flexibility and versatility needed in the ever-changing business landscape.

There are several popular sales methodologies like Solution Selling, SPIN Selling, Value Selling, and more.

Each of these methods has its strengths and is suitable for a different type of sales process.

Undertaking a certification program in one or more of these methodologies can enhance your understanding of sales strategies, negotiation tactics, and customer relationship management.

Certification programs are available both online and offline.

Many of these programs offer comprehensive training in specific sales methodologies and provide a certificate upon successful completion of the course.

This certification can then be added to your resume or LinkedIn profile, helping you stand out to potential employers.

Remember, continuous learning and upskilling are crucial in the sales field.

Sales trends change quickly, and staying updated with the latest methodologies will help you stay ahead in the competitive market.

As you progress in your career, you may also consider obtaining advanced certifications or attending sales leadership workshops to further enhance your sales capabilities.

Step 10: Craft Your Personal Brand and Online Presence

As a B2B Sales Representative, having a strong personal brand and online presence can significantly boost your career.

Your personal brand is the professional image that you project to your colleagues, clients, and potential employers.

It should showcase your strengths, skills, values, and experiences that make you unique and valuable in the field of B2B sales.

Start by defining your personal brand.

What are you passionate about?

What are your career goals?

What skills or experiences set you apart from other B2B sales representatives?

Once you have a clear understanding of your personal brand, you can begin to build your online presence.

Make sure to have a professional LinkedIn profile.

It’s a powerful platform for networking, job searching, and personal branding in the B2B sales world.

Complete your LinkedIn profile with a professional photo, compelling headline, detailed work experience, and recommendations from colleagues or clients.

Participate in relevant group discussions and share industry-related content to showcase your expertise.

Consider creating a personal website or blog where you can share your insights on the B2B sales industry.

This not only improves your online visibility but also demonstrates your thought leadership in the field.

Maintaining a professional social media presence on platforms like Twitter, Instagram, and Facebook can also be beneficial.

Engage with your audience, share valuable content, and show your industry involvement.

Remember, crafting your personal brand and online presence is an ongoing process.

Continually update and refine your brand as you grow in your career.

Be authentic and consistent in your branding efforts, and soon you will see the positive impact on your B2B sales career.

Step 11: Prepare for B2B Sales Interviews

As a B2B Sales Representative, you will be expected to present yourself professionally and confidently, with an understanding of sales concepts and strategies.

Preparation for job interviews in this field should be taken seriously.

Start by reviewing the company’s products, market position, and competition.

B2B sales often involve more complex products or services, and employers want to see that you can understand and convey these complexities to clients.

Make sure you can clearly articulate how you would sell their product or service to other businesses.

Next, anticipate common sales interview questions and practice your responses.

Questions may include scenario-based queries to gauge your problem-solving abilities, questions about how you handle rejection, and how you build and maintain relationships with clients.

Also, work on personal anecdotes that illustrate your sales prowess.

Remember to use the STAR method (Situation, Task, Action, Result) when crafting these stories to clearly demonstrate your skills and achievements.

It is important to demonstrate your communication skills, emotional intelligence, and sales aptitude during the interview.

You should also display enthusiasm for the role and the company to show that you are a dedicated and motivated salesperson.

Lastly, prepare questions to ask the interviewers.

This shows your interest in the role and helps you determine if the company and position are a good fit for you.

These questions could range from asking about the company culture, sales targets, to the typical sales cycle in the company.

Step 12: Apply for B2B Sales Representative Positions

After you’ve gained an understanding of the B2B sales process, developed your skills, and built a strong network, you’re ready to apply for B2B Sales Representative positions.

You can start your job search through various online platforms like LinkedIn, Indeed, and Glassdoor.

In addition to these job search platforms, you can also visit the career pages of companies you’re interested in.

Tailor your resume and cover letter to each position you apply for.

Highlight your relevant sales experiences, communication skills, and ability to build long-term relationships with clients.

Show your knowledge of the specific industry the company operates in and how you can contribute to their sales goals.

Once you’ve applied, prepare for the interview process.

Most companies will put you through a series of interviews, which can include phone screenings, in-person or virtual interviews, and possibly a presentation or sales pitch.

Research the company’s products, services, target market, and competitive landscape.

Demonstrate your ability to sell and build relationships, as well as your strategic thinking and problem-solving skills.

Remember to follow up after each interview, expressing your gratitude for the opportunity and your continued interest in the role.

This will help you stand out from other candidates and show your commitment to the position.

B2B Sales Representative Roles and Responsibilities

B2B Sales Representatives are responsible for identifying and engaging business opportunities, building and maintaining relationships with clients, and driving sales growth.

They use a variety of sales strategies and techniques to market and sell products or services to other businesses.

They have the following roles and responsibilities:

Prospecting

Identify potential clients and business opportunities.
Utilize a variety of tools and methods to research and gather information about potential leads.
Develop strategies for contacting and initiating relationships with potential clients.

Sales Presentations

Conduct sales presentations and product demonstrations.
Clearly communicate the value proposition and benefits of the product or service.
Answer any questions or concerns the prospective client may have.

Negotiation

Negotiate terms, prices, and contracts with potential clients.
Overcome objections and manage client expectations.
Close sales and secure contracts with clients.

Account Management

Build and maintain relationships with clients.
Communicate regularly with clients to ensure satisfaction and address any issues.
Upsell or cross-sell products or services as opportunities arise.

Sales Reporting

Prepare and deliver sales reports to management.
Analyze sales trends and identify opportunities for growth.
Track sales metrics and use data to guide sales strategies.

Market Research

Stay informed about industry trends and competitors.
Understand the needs and challenges of the target market.
Use market research to inform sales strategies and tactics.

Product Knowledge

Maintain expert knowledge of the products or services being sold.
Participate in training and development opportunities to enhance product knowledge.
Use product knowledge to effectively market and sell to clients.

Collaboration

Work closely with sales, marketing, and product development teams.
Communicate client feedback to relevant teams.

Customer Service

Provide excellent service to clients before, during, and after the sales process.
Resolve client issues and concerns in a timely and satisfactory manner.

Communication

Communicate effectively with clients, team members, and management.
Present information in a clear, concise, and persuasive manner.

Continuous Learning

Maintain and improve sales skills and knowledge.
Attend conferences, workshops, and training programs.

What Does a B2B Sales Representative Do?

B2B Sales Representatives work primarily in the business-to-business market, selling products, services or solutions to other businesses rather than individual consumers.

They often work with a team of sales and marketing professionals, but may also work individually, depending on the size and structure of the company.

Their main task involves identifying potential clients, understanding their needs and presenting them with a suitable product or service.

This requires strong skills in communication, negotiation and customer service.

The sales process usually involves making presentations, handling objections and closing deals.

It also includes maintaining relationships with existing clients, upselling or cross-selling products or services, and gathering feedback to improve offerings.

B2B Sales Representatives often have sales targets or quotas to meet, and their performance is usually measured based on the revenue they bring into the company.

They also work closely with other departments within the company, such as product development or customer service, to ensure that the product or service they are selling meets the client’s needs.

Essential B2B Sales Representative Skills

Communication: B2B sales representatives must have the ability to communicate effectively, presenting proposals, negotiating deals, and maintaining ongoing relationships with clients. This includes both written and verbal communication.
Product Knowledge: Thorough understanding of the product or service being sold is crucial. Representatives must be able to explain features, benefits, and demonstrate how their product or service meets the client’s needs.
Relationship Building: B2B sales often involve long-term relationships. The ability to build and maintain these relationships, often with high-level executives, is essential.
Negotiation: B2B sales representatives must be skilled negotiators. They need to find a balance between maximizing sales revenue and meeting the client’s budget and requirements.
Research and Analysis: Understanding the market, competition, and individual client needs is crucial. Representatives should be skilled in conducting research and analyzing data to inform their sales strategies.
Time Management: Sales reps often juggle multiple clients and deals at the same time. The ability to prioritize tasks and manage time effectively is key.
Resilience: Sales can be a challenging field with many rejections. The ability to remain positive, resilient, and persistent despite setbacks is essential.
Presentation Skills: B2B sales reps often need to present proposals and pitches to clients. These presentations need to be persuasive, clear, and professional.
Customer Service: Providing excellent service to clients, both during and after the sales process, is crucial for maintaining relationships and securing repeat business.
Listening Skills: A good sales rep listens more than they talk. Understanding a client’s needs, concerns, and objectives is critical for tailoring a sales approach.
Closing Skills: Ultimately, a sales rep’s success is measured by their ability to close deals. This requires a deep understanding of the sales process, from initial contact through to signing the contract.
Networking: Building a broad network of industry contacts can open up new opportunities and provide valuable market insights.
Prospecting: The ability to identify and reach out to potential clients is a fundamental part of the sales role. This often involves cold calling, email marketing, and social media outreach.
Collaboration: Sales reps often work closely with marketing, customer service, and product development teams. The ability to work collaboratively and leverage these internal resources can greatly enhance sales performance.
Technological Proficiency: Familiarity with CRM systems, sales enablement tools, and other technologies can streamline the sales process and improve efficiency.

B2B Sales Representative Career Path Progression

The Foundation: Junior B2B Sales Representative

The starting point is usually as a Junior B2B Sales Representative.

This role is all about learning the basics of sales, understanding the products or services you’re selling, and building relationships with clients.

Here are some tips for success in this role:

Product Knowledge: Have a thorough understanding of the products or services you are selling.
Communication Skills: Master the art of communication and negotiation to effectively convey the benefits of your products or services.
Networking: Start building a strong network of professional contacts.

The Ascent: B2B Sales Representative

With enough experience and skill, you’ll move up to the role of a B2B Sales Representative.

Here, you’ll handle larger accounts, manage more complex sales, and aim to meet higher targets.

Here’s how to succeed at this level:

Strategic Selling: Develop strategies to sell more effectively to businesses.
Relationship Management: Nurture long-term relationships with clients to encourage repeat business.
Result-Oriented: Focus on achieving sales targets and contributing to the company’s revenue.

Reaching New Heights: Senior B2B Sales Representative

As a Senior B2B Sales Representative, you will have more responsibilities and manage larger, more profitable accounts.

You will also be expected to mentor junior members and possibly lead a sales team.

To excel in this role:

Leadership: Show leadership by guiding and mentoring junior sales representatives.
Problem Solving: Be able to solve client issues and close complex deals.
Forecasting: Use your experience to forecast sales trends and set realistic targets.

Beyond the Horizon: Sales Manager and Beyond

After proving your skills as a senior representative, you may progress to a managerial role.

As a Sales Manager, you will be responsible for leading a team of sales representatives, setting sales goals, and designing sales strategies.

Here’s what to focus on:

Team Management: Develop strong leadership and management skills to lead your team effectively.
Strategic Thinking: Design and implement sales strategies that align with the company’s goals.
Performance Analysis: Track sales metrics and analyze data to improve team performance.

Pinnacle of Success: VP of Sales or Sales Director

At the top of the B2B Sales career ladder are roles like VP of Sales or Sales Director.

In these positions, you’ll shape the company’s sales strategy, make key decisions, manage large teams, and have a significant impact on the organization’s bottom line.

B2B Sales Representative Salary

Entry-Level B2B Sales Representative

Median Salary: $40,000 – $60,000 per year
Entry-level B2B sales representatives typically have 0-2 years of experience and are often recent graduates or those making a career change. Their role is typically focused on learning the company’s products and services, acquiring new clients, and maintaining relationships with existing clients.

Mid-Level B2B Sales Representative

Median Salary: $60,000 – $85,000 per year
Mid-level B2B sales representatives have 2-5 years of experience and are often responsible for maintaining a larger portfolio of clients, meeting higher sales quotas, and contributing to sales strategy discussions.

Senior B2B Sales Representative

Median Salary: $80,000 – $120,000 per year
Senior representatives typically have 5+ years of experience and may be responsible for handling the company’s largest and most profitable accounts. They may also play a role in mentoring junior representatives and shaping the sales strategy of the company.

Sales Manager / Director of Sales

Median Salary: $90,000 – $150,000+ per year
These roles often require extensive sales experience and a proven track record of meeting or exceeding sales goals. Responsibilities may include overseeing a sales team, setting sales goals, and developing strategic sales plans.

VP of Sales / Chief Sales Officer

Median Salary: $140,000 – $250,000+ per year
These high-level positions require extensive experience and a proven ability to drive sales growth. They often involve setting the overall sales strategy for a company, including market penetration, customer relationship management, and revenue generation strategies.

B2B Sales Representative Work Environment

B2B Sales Representatives primarily work in office settings, although they may travel frequently to meet with clients or attend industry events.

They typically work full time during regular business hours, but extended hours may be necessary to meet sales goals or accommodate clients in different time zones.

These professionals often work closely with a team of salespeople, marketing professionals, and managers.

They also interact directly with clients, which can include presenting sales pitches, attending meetings, and negotiating contracts.

A B2B Sales Representative may sometimes be expected to work under pressure to reach sales targets and may also need to handle potential rejections from clients.

However, the role also brings the satisfaction of closing deals and creating beneficial business partnerships.

Travel is a common part of the job, especially for those who manage accounts across a large geographic area or worldwide.

Therefore, being comfortable with frequent travel is important for success in this role.

Many B2B Sales Representatives have the opportunity to work from home, especially if they manage their accounts virtually.

This flexibility allows them to manage their own schedule to some extent, but they are expected to be available when their clients need them.

With experience and success in the role, a B2B Sales Representative may have the opportunity to advance into a managerial or executive role within the company.

FAQs About Becoming a B2B Sales Representative

What qualifications are needed to become a B2B Sales Representative?

B2B Sales Representatives typically require a Bachelor’s degree in business, marketing, or a related field.

However, this isn’t always necessary if you have relevant work experience or proven sales ability.

Key skills include excellent communication and negotiation abilities, customer service skills, self-motivation, and the ability to work independently and meet sales targets.

Knowledge of the specific industry you’re selling in is also highly beneficial.

What does the career path of a B2B Sales Representative look like?

The career path for a B2B Sales Representative can vary.

Initially, you may start as a Sales Associate or Junior Sales Representative, gradually taking on larger accounts and more responsibilities as you gain experience.

Over time, you may advance to a Senior Sales Representative or Sales Manager role.

Some representatives also move into related areas such as marketing or business development.

Is a B2B Sales Representative job commission-based?

Yes, many B2B Sales Representative roles are commission-based, meaning a portion of your income will be directly tied to the amount of sales you make.

This can be highly rewarding if you’re successful, but it also adds an element of risk, as your income may fluctuate.

Some companies may also offer a base salary in addition to commission.

Can I become a B2B Sales Representative with no sales experience?

While having sales experience is beneficial, it’s not always necessary to become a B2B Sales Representative.

Entry-level sales roles often require strong communication skills, a customer-focused mindset, and the ability to learn quickly more than specific sales experience.

If you have these abilities and are willing to learn, you can succeed in a sales role.

What is the future outlook for B2B Sales Representatives?

The future outlook for B2B Sales Representatives is positive.

While the role may evolve with technological advancements, the need for skilled salespeople who can build strong customer relationships and effectively sell products or services is unlikely to diminish.

Additionally, as businesses continue to specialize and diversify, there will be more opportunities for sales professionals with specialized knowledge in particular industries or sectors.

Conclusion

And there you have it.

Embarking on a journey to become a B2B sales representative is indeed a significant endeavor, but the rewards are equally substantial.

Equipped with the right skills, training, and drive, you’re on the brink of making a profound impact in the world of business sales.

The journey may be challenging, but the opportunities are boundless. Your efforts could lead to a breakthrough deal that transforms how businesses operate and collaborate.

So, take that initial leap. Immerse yourself in learning. Connect with industry experts. And most importantly, never stop refining your sales techniques.

Because the business world is eagerly waiting for your contribution.

If you’re seeking personalized advice on initiating or advancing your career in B2B sales, do check out our AI Career Path Advisor.

This complimentary tool is designed to offer bespoke guidance and resources to help you navigate your career path effectively.

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