Brooks Group

JUNE 23, 2022

Many sellers have a predisposition to being liked, and we have learned through surveys, work with clients, interviews with buyers, and in our own experiences that right now trust is much more important than being liked. I think as a sales leader, as a company leader, we ought to think about this throughout our organization.

Client Interview 52

Client Interview Sales Training Facilitation Communication 52

Farland Group

SEPTEMBER 28, 2022

Louise, like me, is a career marketer but Tim has come up through IBM as a sales, operations, and strategy leader. We realize that’s beyond marketing—it’s marketing, it’s sales and account management, it’s customer success, and it’s your executives, all working together to focus on those accounts.

Co-Creation 52

Co-Creation Marketing Management Suppliers 52

Farland Group

DECEMBER 1, 2022

“The biggest thing for us was making sure this wasn’t viewed as Thomson Reuters trying to bring critical clients together for selfish reasons. We didn’t want it to come across as any kind of sales or marketing push or related to any existing business dealings.

Leadership 52

Leadership Meetings Government Organization 52

Better Ways Sales Strategies

JANUARY 3, 2020

I’d like to introduce a provocative alternative: your client is less interested in distinguishing your offering from competing alternatives and is far more compelled by quantifying and achieving their business objectives (or value) associated with their investment – regardless of whom they choose to help them to achieve this value.

Value Proposition 40

Value Proposition Decision-making Stakeholders Sales 40