Selling & Negotiating is changing rapidly. The most fundamental element is the sales conversation. That make or break dialogue with the client. Those 15-90 minutes either send you to “commoditisation hell” or “value heaven”.
One of my mentors is Steve Thompson who started me on this journey many years ago. Here are some of his recent articles that align with the “Changing the Conversation” (CTC) philosophy.
2. XAAS customer value lifecycle
3. What are you competing against
4. Are you truly aligned with your customer?