'Eating radishes' That is how, according to Matt Dixon, many 'doer-sellers' experience selling their services. People do not become management consultants, executive coaches, accountants, lawyers, or engineers to sell. However, for those working in professional service firms or independently, selling is an integral part of their role. At the same time, professional sales processes are changing. More and more professional services are sourced through RFPs, and buying committees are replacin...
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'Eating radishes' That is how, according to Matt Dixon, many 'doer-sellers' experience selling their services. People do not become management consultants, executive coaches, accountants, lawyers, or engineers to sell. However, for those working in professional service firms or independently, selling is an integral part of their role. At the same time, professional sales processes are changing. More and more professional services are sourced through RFPs, and buying committees are replacin...
‘Everyone who wins nowadays is challenging the Shareholder Value Maximization doctrine’This is just one of the powerful and thought-provoking statements Professor Michael Pirson (Fordham University - Gabelli School of Business) made when I interviewed him about 'Humanistic Management'. In the last decades, the shortcomings of the neo-liberal economic order in our society have become clearer than ever (e.g. the credit crunch, climate change, and wars). An increasing number of people want to mo...
Leadership 2.0
'Eating radishes' That is how, according to Matt Dixon, many 'doer-sellers' experience selling their services. People do not become management consultants, executive coaches, accountants, lawyers, or engineers to sell. However, for those working in professional service firms or independently, selling is an integral part of their role. At the same time, professional sales processes are changing. More and more professional services are sourced through RFPs, and buying committees are replacin...
