Building long-term relationships in business matters. To succeed you need to understand how the company works, the relationships between the people, and the politics of the organization. When you access the right people in the buying committee and deliver personalized value messages (and substance) your likelihood of sales success is dramatically higher. In the next…
My flight home from San Jose last week was bookended by two young Irish ladies to whom I am grateful. Today they make me proud to be Irish and hopeful for our future. I’ve never seen a greater example of democracy at work and the youth of Ireland taking their future into their own hands.…
I’m a bit of a geek / nerd / techy. I love technology. However, I worry about where we are today and where technology is headed. I worry about the over-reliance on technology to do our thinking for us and I worry about the deceit and betrayal of trust we see what happens when an…
I want to tell you a story about how investing time to learn about the person behind the buyer helped me in a very large sale. It was April 2015 and I participated in a Deal Review – at Altify, we call it an Opportunity Test and Improve – for a multi-million dollar deal with…
There is an old adage that says: ‘Companies don’t buy, people buy.’ The message is that, in order to get a company to buy something from you, you have to get the people in the company to buy. Of course, this is true, but I don’t subscribe to the notion that the two are disconnected.…
In order to improve your relationship with the customer, you first have to understand where you’re starting from – in the context of the customer’s decision cycle. Typically, when a customer is making an investment, they are doing so in response to a problem they need to solve, or an opportunity that they can see.…
