Client Interview and Decision-making - Strategic Accounts Today

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Client Interview

Decision-making

The Power of Peer Networks: An Interview with Katharyn White, Former CMO, T-Systems (Part I of II)

Farland Group

MARCH 22, 2022

Did clients understand it? Did they understand it well enough to affect their decisions and were they engaging us effectively in that discussion? I was not sure how much input was getting filtered during the normal process of client interactions. Were we hearing the truth or were they making it more palatable for us?

Construction

Construction Client Interview Facilitation Decision-making

Client Value Propositions…the least used, and most critical sales strategy today

Better Ways Sales Strategies

JANUARY 3, 2020

Every organization I’ve had the privilege of working with over the past 20 years can tell me some version the value proposition that they provide to their clients and prospects (I’ll use these terms, ‘client’ and ‘prospect’ interchangeably throughout this document). Why does this client-orientation make the biggest difference?

Value Proposition

Value Proposition Decision-making Stakeholders Sales

The Power of Peer Networks: An Interview with Katharyn White, Former CMO, T-Systems (Part I of II)

Client Value Propositions…the least used, and most critical sales strategy today

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