Anti-Sales Pitch

Anti-Sales Pitch

“It just wasn’t a good fit.”    How many times had we heard that of a new employee who did not work out? It is extremely frustrating and yet it makes sense. In the interview process both the company and the candidate are on their best behavior and are trying to sell each other. On…

Do You Really Understand Who Your Customer Is? 
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Do You Really Understand Who Your Customer Is? 

Do You Really Understand Who Your Customer Is? Whenever I start a new client engagement, my initial questions always begin with the customer.  Many clients will immediately refer me to their website, where the logos of the companies they work with are proudly presented for all to see. Although displays like this go a long…