Thinking Outside In – the only way to talk to retailers

By |2018-12-05T14:57:07+00:00December 5th, 2018|Views and insights|

We are taught it on our first day in sales training. That the customer only cares about WIFM: “What’s in it for me”. So, whatever we are proposing has to solve the buyer’s problem. Or meet the buyer ’s needs. But how much of what an account manager is provided by his or her business