I have recently discovered Jeff Thull’s Book “The Prime Solution”. Very
impressive. Thull recognizes that having a great product and a great promise is nowhere close to enough: not only does a supplier have to have a good product to solve a client’s needs, but the ability to implement the promise of the solution.

In the recent issue of Harvard Business Review, the editor Thomas Stewart, in his editorial, commented that in their article, Barry Trailer and Jim Dickie point out that “…customers’ buying processes have evolved in our world of ubiquitous, instant, global communication, but companies’ selling processes have for the most part stayed the same.’
I’m here to [...]