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Product company or services company?
The question came up during a conversation recently – do I work for a product company or a services company? Historically, technology “product” companies – those that produce one or more standard...
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The Customer Is Not Always Right
Anyone who thinks that enterprise sales/account management means agreeing with the client all the time is wrong. People develop wacky ideas about their own business all the time, often because they are...
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You can’t tell people
A former colleague and friend of mine gave me a phrase a few years ago that I find I use all of the time. I was speaking to her about a situation with a client in which I’d recommended one course of...
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The last word
I spent some time this week watching email fly back and forth between people at work and thought about how much of it wasn’t necessary. So much of the time – in written and spoken communications –...
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