Biographical Information
Articles for Jeff Thull
Selling to Executives
09 Sep 2008
Who's getting their attention, you or your competitor?
Sales Self-Sabotage
12 May 2008
The cause and the cure.
The Decisions of Negotiation
01 Aug 2007
Last-minute conflicts often lead to a no-sale. Why risk it when you don't have to?
11th-Hour Negotiations
01 Jun 2007
How to prevent them.
Selling to Executives
01 Apr 2007
Earning the keys to the elevator.
Value Creation: The New Core Competency for Growth Minded Companies
01 Mar 2006
It is critical to make value creation everyone's job.
Is Purchasing Stripping Value As It Reduces Costs?
01 Dec 2005
Don't allow purchasing to make decisions that the service/warranty department knows nothing about.
Closing the Gaps Between Value Creation and Value Delivery
01 Sep 2005
Sellers must be able to link their solution to buyers' business strategy and address the absence of value.
Driving Forces of Commoditization
01 Jul 2005
How to get paid for the value you deliver.