I recently read a blog post by Andrew Hunt in which he stated: “…sales remains a relationship-driven business, the power of “who you know” is trumped by “what you know about who you know.” ”
Andrew is preaching the gospel of the entire sales industry: this is a common belief in the field, and drives much of [...]

There are almost as many definitions of Relationship Manager as there are for ‘social media‘ or ‘sales enablement.’  The term used might be ’customer relationship manager’ or ‘business relationship manager’. Some RMs work with deals, some generate income. Some bring in new customers, some cross sell to existing clients. Some manage ‘new client onboarding’ whatever that means. And [...]

I used to have a fabulous beloved insurance agent named Ray Mungia. In a world where customers are merely a number, Ray made me feel like I was his only client. When I had a blow out and my car went into a ditch, he found me money on my policy that I didn’t even [...]

I recently experienced a very clear example of Buying Facilitation(R), when i used it to turn a failed buying situation into a purchase.
I tell a shortened version of this story in my new book “Dirty Little Secrets;” it bears repeating during this economic confusion when buyers are having difficulty getting to ‘yes’.
I was at a [...]

For centuries, the sales model has been focused on placing a solution. Given the complexity of business these days, having the right solution to manage a ‘need’ is not enough to help buyers choose your solution.
Buyers live in a very complex world now. With global stakeholders, economic downturns, enlarged decision teams, and an almost limitless [...]