When formulating a strategy, markets and segments are important categories to consider. But a market never buys anything. Only customers buy. To borrow a telecom industry metaphor, a deal with a customer is the “last mile” in connecting any strategy with business development efforts and marketplace results.
Steve, I just wanted to say thank you for your contributions to our organization in Mexico. I was personally looking for a person who could help us to sell to large accounts, to understand them, to think like them and then to develop strategies to sell them, and to negotiate with them.
Steve teaches managers and individuals how to spend their time effectively. He helped my team completely change the way they thought about their business for both the short and long term.
As a long term sales professional you sometimes fall into the trap of “you can’t teach me anything new!”. Steve Thompson is one of the very few people I have met who is able to change that opinion in seasoned successful sales people.
I’ve had the pleasure of working with and being mentored by Steve Thompson for 10+ years. He helped me build and deliver a sales enablement program that drove an incredible uptake on revenue – and I still hang my hat on that success today!
