Wants and Needs

You’ve heard the story, “there is a difference between wants and needs.”  For example, especially this time of year you hear one parent say to the other “the kids ‘want’ the latest and greatest electronic, but do they ‘need’ it?” The same occurs with a number of distributor sales management.  They “want” new accounts and believe that customers “need” them. Yes, I … [Read more...] about Wants and Needs