A True Story About Arm’s Length Decision-Making

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Salespeople often get a bad rap, sometimes deservedly so. But some purchasing managers can hang with the worst of them. All the following events are true. The salesperson's business is predominantly driven by RFPs and a process that is normally run by brokers. When this isn’t … [Read more...]

Now That We’ve Won Your Business, I’d Like To Learn A Little About You

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I heard a salesperson say something fascinating (and disturbing) today. He said, “And it's really important for us to learn about our clients needs when we have our new client kick off meeting. What? When we have the kick off meeting? You're probably wondering how the … [Read more...]