Apparently, guests at the building housing the New York headquarters of Jefferies, an investment bank, were once greeted by a section of the Berlin Wall purchased from the East German government. In the London office of Slaughter and May, a law firm, water trickles down an atrium wall into a shallow pool made of natural […]
What Buyers Want & How Buyers Work
It’s obvious that the pandemic forced the buyer/seller relationship online. The organizations that survived this transition and thrived are the ones who quickly adapted to fit this new world. The reality is that digitization was always going to happen – it has been anticipated for quite some time. COVID simply accelerated its arrival by about […]
Your Best Accounts – Getting More from Less
For a long time, the only objectives I used for major accounts were very specific business objectives: “We will increase turnover by X%” or “We will introduce two new programs and increase our profitability by Y%” Then, one day, I had what could only be described as a “minor epiphany” – I began to understand that […]
The Definition of Sales Discernment
From quite early on in our sales careers, we are encouraged to explore every sales opportunity that presents itself – in fact, in some companies, they are brainwashed into believing that “all business is good business.” And of course, we do not challenge this fallacy, simply because we don’t know any better – we are on […]
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