There are a lot of questions about the trends analysis and implications framework in my third book, Eat Their Lunch: Winning Customers Away from Your Competition. One of the most frequently asked questions is, “What trends and implications do I…Continue Reading
Selling to purchasing, or to any financial decision-maker, is wrought with problems for salespeople.
First, because of the method in which purchasing buys, they necessarily turn ever purchase into a commodity purchase. This is true, even when the…Continue Reading