Buyer Relationships: I do not think it means what you think it means — On Product Management
Do buyers spend millions with your firm because of a relationship? Yes, but not the one you think.
When I work with sales people, I hear many uses of the word “relationship”, and very often I want to reply as Inigo Montoya does: “You keep saying that word. I do not think that word (relationship) means what you think it means.”Alan does a great job of defining and debunking the myth of relationships in Buyer Relationships: I do not think it means what you think it means — On Product Management.
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