My old and revered friend Mahan Khalsa revealed his genius in 1999 when he wrote, boldly, that “20^th Century Selling is dead”. This brief excerpt may entice you to check out this wizard on line and discover an authentic visionary. One who predicted 11 years ago exactly where we find ourselves today in customer relationship management. The greatest SHIFT in the history of the marketing and selling goods and services. Nurturing is at the very heart of ‘Helping Customers Succeed’.

      Mahan Khalsa

Selling is the second oldest profession, often confused with the first.

The notion of selling carries a lot of baggage. As it has developed, sales has often become a fear-based relationship. Customers are afraid that they will be "sold" a bill of goods, or that a salesperson will talk them into something that doesn't help them succeed.

On the other hand, salespeople fear they won't make the sale. If they "lose" enough sales, they won't  make quota, and they won't personally succeed. In their quest to "close the deal," even some of the world's largest, quota-crazed organizations have, at times, developed a reputation for salespeople who are illusive, ignorant, and arrogant.

Buyers don't trust sellers. Because they aren't trusted, sellers have to guess, and often guess wrong. Buyers prove themselves right and create even higher hurdles.
And so it goes, with neither client nor consultant achieving success.

Helping clients succeed is fundamental to the success of any business. Become totally client-focused, break down the barriers of dysfunctional business development, and find rewarding, productive business relationships. With honesty, clarity, and authenticity, cut through the nonsense and focuses on getting results and helping clients succeed.  

Mahan Khalsa, author of “Lets Get Real or Lets Not Play”
-The Demise of 20th Century Selling and the Advent of Helping Clients Succeed,