Those two words should make every salesperson shudder. I remember when we first encountered the phrase about 5-6 years ago at one of our customers. Their top salesperson’s top account is a local company that shall remain anonymous (retail giant with a bullseye for a logo). When this salesperson first mentioned “reverse auction” to me, I had no idea what he was talking about. Once he explained it, I was taken aback. It is the ultimate commoditization tool. Dave Stein posted on this topic with an example of GE’s colossal IT budget for procurement. One of the quotes from GE’s CIO cuts right to the core of this issue: On… Read More
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