I think the trend that people who think it is dead see is a move to automated / web systems for procurement.

The reaction is often to try to move to automated systems entirely.

The problem I’ve often seen, however, is that those systems rarely (almost never) run themselves – if anything, they need someone to manage the relationship and manage the systems.

The two combined – relationships and automated systems – well executed, can be a very powerful combination.

From what I have observed and believe, the relationship is the “glue” holding together a necessary sales process and product/technical training.

However, relationship selling is not “sexy” in the eyes of the executives and bean counters, compared to a sales methodolgy. Reason is it very difficult to measure. Unfortunately, when gurus like Drucker state “what gets measured, gets done,” the world follows.

When I moved to Asia 12 years ago, everybody said “relationship is the most important thing in Asia.”
True. No different than North America.
However I added a twist in my retort-”yes, I understand, but let’s take it one more step. Let’s add value.”

So yes relationship is probably the most important link in a successful sale, however not the only.

Trip Allen, Team Egyii, Singapore

I loved your take on the importance of relationships. After over 25 years in sales and sales management in the Fortune 500, I have found that most sales leadership tilts to process and features.

I am on Charlie Green’s team of Trusted Advisor Associates and appreciated the “trust” link you included in your blog. Charlie is a real thought leader on trust and his training programs (I must admit my bias) are a fresh change from the traditional methodology emphasis.

Don’t get me wrong Dave, a sales methodology is critical, so long as it leads to building trusting relationships rather than getting a “deal”.

Keep sending the message!