The art of being a Relationship Architect is ensuring that you adopt a specific practice on how to approach building business relationships. However, even if you understand the principles that make up the characteristics of exceptional Relationship Architecture, you still must be able to communicate properly to make certain that what you are intending is […]
read moreTransactional vs. Relationship Oriented Marketing
When I took over marketing for the New England Patriots in 1997, the organization generated about $16 million in total marketing revenue (including suites and a very rudimentary version of club seats). The organization operated in a pure Transactional Methodology. Sales reps would “plop down” a package full of inventory from which companies would buy. […]
read moreSalesman-Ship
When I was a kid, my dad was a salesman for a pharmaceutical company. My dad was a pretty solid sales rep and would always win awards for his efforts. One day, he brought one of these awards home and it caught my eye. The award was a framed photo of this beautiful ship with bellowing […]
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