Tuesday, September 3, 2013  Your customer needs more than an
email  It's an old saying "people buy from people" but with our
dependance on digital communication sometimes salespeople forget
and rely too much on email and texting. It feels safer, you can
plan and think out what you are going to say and you won't
surprise the person you need to communicate with. But it's just
not effective, even in a world where we are all fast iPhone
typists - as the WSJ wrote last week: Bosses Say "Pick up the
Phone".  The reality is, despite our growing dependency on text
and email, you can't sell that way - well not enterprise level
solutions anyway. Big deals, thousands of users, game changing
applications - they are sold through human relationships and at
many levels of relationship.  For example, you can't develop a
champion in email. Champions help you get the deal done and they
help you get it done on your timeline. They help you because
they believe in your solution, and just as importantly they help
you because they