O'Reilly logo

Why Customers Really Buy by Michelle Helin, Linda Goodman

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Chapter 16Challenges Around Every Corner

Dissecting and Managing Diverse Organizational Issues

The difference between hearing and really listening can be as different as night and day. And in a business environment, not listening effectively to customers, employees, and peers can mean the difference between success and failure.

—Ken Johnson

Over the span of our careers, we all interface with individuals in a multitude of roles including those of customer, vendor, service provider, employee, management, strategic partner, investor, and perhaps even analyst. But whatever the roles assumed by the people we hope to influence, as the case studies in this book have proven, all people are emotional beings.

Although we’ve focused exclusively on sales ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required