Buyer Relationships: I do not think it means what you think it means — On Product Management

Do buyers spend millions with your firm because of a relationship? Yes, but not the one you think.
When I work with sales people, I hear many uses of the word “relationship”, and very often I want to reply as Inigo Montoya does: “You keep saying that word. I do not think that word (relationship) means what you think it means.”
Alan does a great job of defining and debunking the myth of relationships in Buyer Relationships: I do not think it means what you think it means — On Product Management.
Steve Johnson

Steve Johnson

Steve Johnson was a founding instructor at Pragmatic Institute, a role he held for more than 15 years before he left to start Under10 Playbook. In his return to Pragmatic Institute, Steve supports the complete learning path for product teams, ensuring they are fully armed for success. 

Over the course of his career, Steve has helped thousands of companies and tens of thousands of product professionals implement product management processes. He has worked in the high-tech arena since 1981, rising through the ranks from product manager to chief marketing officer. Steve has experience in technical, sales and marketing management positions at companies that specialize in both hardware and software. In addition, he is an author, speaker and advisor on product strategy and product management.

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