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Ariella
Ariella
2/16/2018 4:49:23 PM
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Re: Vendors Sales Playbook Survey
<It then become so institutionalized and bureacratic that before they claimed bankruptcy they held 700 Go Fast meetings throughout the company to explore how to be more efficient and reduce meetings!>

@Dhagar that is worthy of a Dilbert comic!

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DHagar
DHagar
2/16/2018 4:48:09 PM
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Platinum
Re: Vendors Sales Playbook Survey
@Ariella, exactly!  I believe that is one of the critical skills that executives and companies will need to develop - effective group decision making!  It is a different game when you are building collaboration - but that is going to be essential for new effective business processes and business models.  Easy to say but tough to do!  It is a different game to move beyond zero-sum linear decision making to a new platform of collaboration.

Note:  Fortune magazine presented an article a couple of years ago where GM got excited about a new process of decision making called Go Fast.  It then become so institutionalized and bureacratic that before they claimed bankruptcy they held 700 Go Fast meetings throughout the company to explore how to be more efficient and reduce meetings!

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Ariella
Ariella
2/16/2018 10:26:05 AM
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Author
Re: Vendors Sales Playbook Survey
@Dhagar yes, imagine taking 45 weeks to make a decision! It's nearly a year later then, and no doubt much has changed since the proposal was first made. I can see from this the appeal of working alone that Woz wrote about. 

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DHagar
DHagar
2/15/2018 5:27:26 PM
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Platinum
Re: Vendors Sales Playbook Survey
@Sarah, fascinating survey!  This clearly points out the growing importance of "solutions" ie vendor expertise to work with customers in selecting and buying the right services.

It is also noteworthy your point regarding the consensus purchasing.  That is a new development that will change the sales process - maybe for the better?

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clrmoney
clrmoney
2/15/2018 10:28:17 AM
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Platinum
Transformation Sales
I think whatever solution they should use for transformation to increase sales when it comes to the digital world and online market.This will be very interesting to see what they come up with as times goes on. 

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