Home » Archive by Tags

Articles tagged with: cartoon

Dilbert experiences change management
Friday, 6 Aug, 2010
Dilbert experiences change management

I’m sure you realize that a purchasing decision is a change management problem. We will never, ever know what’s going on in a buyer’s environment that is behind-the-scenes, and influencing the decisions that get made to make a purchase or remain with the status quo.
And once the solution gets chosen, all of the people involved […]

What are you trying to sell?
Thursday, 8 Apr, 2010
What are you trying to sell?

I hope you laughed at this cartoon. Indeed, the cartoon is all-too-accurate: what are we trying to sell our prospects?
We are so busy trying to get them to agree with us and close a sale, that we sometimes don’t know what we are selling.
Are we selling them a solution so they will solve a problem? […]