I had lunch recently with Mark S., owner of a small manufacturing and distribution firm who announced, “I had to divorce one of my largest customers today.” I wasn’t taken back by his statement, as I have always known Mark to manage his business well....
Author: Holden Advisors
(Excerpt form Tannis’ current featured blog)
In a recent conversation with a sales team, we learned they had invested days into writing a fifty page RFP for a 15-year customer. The team had done their homework, using their contacts to determine which elements of their response should...
We all like to believe we understand the value our products and services will bring to our customers. We study our products and link the benefits of what our company delivers to our customers and their respective business; believing we can make...
