Repeat after me: "The customer has all of the control." "I embrace this fact." It’s official, the days of caveat emptor (buyer beware) are now over, and caveat vendit (seller beware) is the rule of law. And while most leaders and executives acknowledge this intellectually, they’re still fighting it emotionally. Chief among my concerns is the increasing focus on the idea of sales enablement strategies, technologies, and tools. The idea behind this is a noble one. The goal is to increase the...
