The fact that many business-to-business (B2B) relationships are characterized by long-term norms of trust and commitment should not be news to either academics or practitioners. The value of establishing loyal partnerships between buyers and sellers to ensure consistent delivery of customer satisfaction has become increasingly evident. Such partnerships typically involve multiple people in each company […]
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Selling Social Media to CEO Laggards
Social Media Campfire recently asked me to share some tips on how the value of social media can be effectively communicated to CEOs and other decision makers who are genuinely skeptical towards the business value of social media. It turned out to be a very interesting evening also for me as the Social Media Campfire participants had […]
Seller Beware and Persuasion by Ambiverts
Last week, Daniel H. Pink gave a talk to Linked Orange County at the Irvine Barclay Theatre where he shared some insights from his new book “To Sell is Human.” In the following, I comment upon some of these ideas or findings: 1 in 9 Work in Sales Pink started out by stating that the number […]