Monthly Archive for: ‘January, 2017’

Breaking the Master/Servant Sales Relationship

There is a world of difference between being a vendor that takes orders and being a valued peer or co-strategist. The former defaults to a defensive or reactive position, missing opportunities to help their client, increase the value of an account and build a more durable, mutually profitable relationship. Moving from the master/servant paradigm isn’t about gaining the upper hand …

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