From caveat emptor to caveat vendit…let the seller beware. As Daniel Pink, best-selling author of To Sell Is Human, shares the balance of power in business has moved from one where the seller had control, to one where the buyer seems to have total control. The implications of this change are monumental and are having a destructive effect on companies that are not effectively making the adjustment. Studies, most recently by The Sales Executive Council, also show that buyers don’t even consider...
