By: Anonymous

nnHi Adam nnA great comment. nnnu00a0nnnI am sitting in Heathrow and have beennreflecting on your point about a calm, sincere and deliberate approach.nnnu00a0nnnMaybe I can add to that. A calm, sincere,nand deliberate approach accompanied by the ability to show how a solutionnimpacts the buyeru2019s key metrics may in fact be the secret sauce that really deliversnthat breath of fresh air. The buyers we have been speaking (as part of ournongoing research in modern buying) around the world have become obsessed withntheir business case and have tended to accuse us sales people of not demonstratingnthe performance impact that will deliver to their business case. nnnu00a0nnnFood for thought. nnnu00a0nnnAll the best Johnnu00a0nn