Many salespeople believe they have great relationships with their customers, and many do. When we really think about that great relationship, does it mean the stakeholder is willing to sell on our behalf when we…
Who knew that Sean Combs (aka P Diddy) would send a message that stands the test of time? Five years later, and it is still “all about the Benjamins, what?” In a 2022 Gartner report,…
In an information, data saturated world, buyers are truly able to engage with sellers less and less. In a report published in Q1 this year from Gartner, in a complex B2B purchasing decision, the stakeholders…
The sole existence of almost all business technological innovation is due to the need to solve a customer issue or problem. From a proactive perspective, it is to improve the performance of the business by…
With the world’s expectations for being dialed in 24/7, speed and responsiveness are of the essence. Sometimes to get the best outcome, particularly in the heat of a deal, it’s ok to hit a brief…
In the 90's and 2000’s there were long, arduous focus groups dedicated to creating the two or three sentences that would define you as an organization: the beloved mission statement. Often, arriving at those statements…