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“Pain-full” Discussions For Customer Executives

An Executive Encounter

Sales Professional (SP): Thanks for agreeing to meet with me.  I understand you spoke to Robert, a mutual friend.

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Technology Investment Decisions Are Being Kicked UP and OVER

If you’re not convinced that customers of technology solutions are adapting to a new market reality, listen to what SAP, one of the largest technology purveyors in the world, said in the first paragraph of the CEO’s Letter to Shareholders in their most recent annual report.

“The past year was marked by changes to the business environment, as customers adapted to a new market reality. Customer buying behavior shifted to an emphasis on smaller transactions and projects with immediate return; decision making moved increasingly to line of business executives and away from the traditional IT power base of the CIO; and there were increased requirements for solutions to help CEOs, COOs, and CFOs manage performance, compliance, and gain more business insight for faster decision making.”

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