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This organization brought in Miller Heiman to help them create a sales model and criteria for managing a large mix of customers.
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Recently, a colleague and I were discussing language shortcuts when she told me she actually used the word "hashtag" when talking with her teenaged daughter. She said she never really did figure out whether the look on her daughter’s face was one of admiration or horror. Probably horror. LOL! Continue Reading
These days, the majority of organizations selling complex products to businesses have some sort of multichannel strategy. That's altered the nature of the relationship between the customer and the vendor. Whereas in Watson's day, customers saw their account managers regularly, channel partners now take primary responsibility for direct customer engagement. Continue Reading
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