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Articles tagged with: relationship

What, exactly, is a Relationship Manager?
Monday, 20 Jan, 2014
What, exactly, is a Relationship Manager?

There are almost as many definitions of Relationship Manager as there are for ‘social media’

Is sales a ‘relationship-driven business’ ? Really?
Friday, 18 Feb, 2011
Is sales a ‘relationship-driven business’ ? Really?

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 […]

Good Customer Service: what I expect, and how I define ‘good.’
Tuesday, 9 Mar, 2010
Good Customer Service: what I expect, and how I define ‘good.’

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 […]

Turning a ‘No’ into a ‘Yes’
Monday, 7 Dec, 2009
Turning a ‘No’ into a ‘Yes’

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 […]

The Future of Sales
Monday, 30 Nov, 2009
The Future of Sales

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 […]