[This jointly-written blogpost appears also on Babette Ten Haken’s blog, Sales Aerobics for Engineers] Many Requests for Proposal (RFPs) are well written, and play an important role in the intelligent procurement processes of well-run companies. We both know that to be true, yet sometimes we have to wonder: Why is it that we see so […]
Author Archive for: Babette Ten Haken
About Babette Ten Haken
Babette Ten Haken is Founder & President of Sales Aerobics for Engineers®, LLC, a firm that works with highly technical businesses to help them interact with non-technical buyers in ways that enhance collaboration and innovation on both sides.
Entries by Babette Ten Haken
Recent Blog Posts
- Trusted Transactions, or Trusted Relationships?June 11, 2018 - 8:58 am
All the surveys say we’re in a crisis of trust. But which crisis? Is it one of morality, or of social engineering. We need both solutions, not either/or.
- The Reverse Elevator Speech: Disaster and RecoveryJune 4, 2018 - 6:01 am
Trust requires that someone take a risk. Perversely, that means the avoidance of risk is tantamount to preventing trust. One of the hardest things to do is to recognize this need in the face of mundane, everyday interactions, where it always seems that taking a risk is inappropriate. So rather than give a mundane business […]