A True Story About Arm’s Length Decision-Making

alt text image of an hourglass on a wharf

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...]

Why Your Contacts Are Territorial About Your Relationship

You Shall Not Pass! Why Your Contacts Are Territorial About Your Relationship

There is a reason your contacts sometimes don’t want to allow you to develop relationships with contacts in other parts of their business. There are also reasons they sometimes don’t want you to develop relationships with the people north of them on the organizational chart. It … [Read more...]