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…
Mary CasperJune 20, 2023
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…
Mary CasperJune 14, 2022
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…
Mary CasperDecember 7, 2021
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…
Mary CasperSeptember 14, 2021
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…
Mary CasperApril 17, 2017
