“The best solution emerges when the customer is not sitting opposite you, but beside you.”
For me, this sentence captures what systems sales is all about:
Not confrontation, but collaboration.
When I sit at the table with customers, the objective is not to “play through” my slides against their requirements.
It is about sitting beside them:
👉 listening,
👉 thinking ahead,
👉 navigating complexity together.
The best projects are those in which, at some point, we no longer feel like “customer and supplier”, but like one team with a shared goal.
💡 My experience: trust does not develop face to face—it develops shoulder to shoulder.
👉 How about you: when did you last experience an “us versus them” becoming genuine collaboration?