relationship management
How to Get a Meeting with an Executive
Mon, 04/05/2010 - 11:00pm | by kevansIn each coaching session or workshop that I facilitate, we talk about gaining access to executives who will be the beneficiaries of our products or services. These are the folks that are driving initiatives to grow, redeploy assets, or cut costs--or probably all three!
The problem often is how to get an audience with these busy people. Fundamentally, there are four ways to do so:
It's About Them, Not Us
Thu, 02/11/2010 - 12:00am | by kevansIDC recently surveyed some 300 buyers. Question: Which of the following is the #1 thing sales reps can do to improve the value of the relationship between the buyer and the vendor they represent?