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Trusted Business Partner Blog

Trusted Business Partner Blog

    Paul Hesselschwerdt

    Paul is President of Global Partners Inc and has been a senior executive in consulting and industry for more than 20 years. He has worked with companies in the Americas, Europe and Asia. Together with the Global Partners team, he has designed and implemented programs in leadership, management development, sales and marketing, and project management across a range of industries, including pharmaceuticals, biotech, retail, chemicals, consumer products, electronics and high technology.

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    Recent Posts

    To Sell or Not to Sell Part 1: Insights from Field Service USA 2017

    Topics: Total Customer Focus, customer service and support

    Technical Skills are No Longer Enough for Service Organizations

    Topics: Total Customer Focus, customer service and support, Training and People Development

    Early Insights from Global Partners Service Benchmarking Survey

    Topics: Total Customer Focus, customer service and support

    2 Key Areas to Leverage Your Service Organization

    Topics: Total Customer Focus, customer service and support

    1 More Barrier to Transforming Your Service Organization

    Topics: Total Customer Focus, customer service and support

    5 Barriers to Transforming Your Service Organization

    Topics: Total Customer Focus, customer service and support

    3 Things We Heard at #TSW16 (and 2 Things We Didn’t)

    Topics: Technology Services Industry Association, customer service and support

    [TSIA Research] Lower Employee Attrition AND Increase CSAT? How? #TSW16

    Topics: Technology Services Industry Association, Total Customer Focus, customer service and support

    Global Partners and Akamai to Present at Technology Services World Las Vegas #TSW16

    Topics: Technology Services Industry Association, customer service and support

    Unleashing the Revenue Generating Power of your Service Organization

    Topics: Total Customer Focus, customer service and support, training that yields, Generating Business Results with TCF Series

    How Total Customer Focus Generates ROI and Tangible Business Results

    Topics: Total Customer Focus, customer service and support, training that yields, Generating Business Results with TCF Series

    Tying Business Training to Financial Results

    Topics: Total Customer Focus, customer service and support, training that yields, Generating Business Results with TCF Series

    Measuring the Financial Impact of Training is Not an Option

    Topics: Total Customer Focus, customer service and support, training that yields, Generating Business Results with TCF Series

    4 Key Trends For Service And Support Organizations

    Topics: Total Customer Focus, customer service and support

    There’s Nothing Soft About Total Customer Focus Skills

    Topics: Total Customer Focus, customer service and support, training that yields

    The 1 Metric you Need to Create a Differentiated Customer Experience

    Topics: Total Customer Focus, customer service and support, customer experience, training that yields

    5 Ways Technology Will Continue To Change The Role Of The Technician

    Topics: Total Customer Focus, customer service and support, field service

    Make 2016 the year to transform your Field Service people Into Customer Value Creators

    Topics: B2B Sales and Marketing, Value Recognition

    Global Partners And Beyond ROI: Measuring The Impact Of Total Customer Focus Training

    Topics: Total Customer Focus, customer service and support, total customer focus training

    Achieve Balanced Outcomes with this Customer Service Skill

    Topics: Total Customer Focus, customer service and support

    15 Good Customer Service Skills To Develop

    Topics: Total Customer Focus, customer service and support, customer service skills

    5 Steps To Create Empathy With Anyone

    Topics: Total Customer Focus, Trusted Business Partner

    Service gets more customer face time than sales

    Topics: Total Customer Focus, customer service and support

    TSIA unveils new Revenue Growth and Expand Selling practice at TSW

    Topics: Total Customer Focus, Trusted Business Partner

    Differentiate Yourself with Total Customer Focus

    Topics: Total Customer Focus, Trusted Business Partner

    Generate More Revenue with Customer Service

    Topics: Total Customer Focus, Trusted Business Partner, customer service

    How Can You Deal with Deranged and Delusional Customer Demands?

    Topics: Total Customer Focus, Trusted Business Partner

    [eBook] Total Customer Focus: Transforming Relationships that Matter

    Topics: Total Customer Focus, Culture Change

    4 strategic opportunities when engaging Executives

    Topics: CXO selling, Trusted Business Partner, Engaging Executives, engaging with cxos, B2B Sales and Marketing

    Building and Maintaining Strong Relationships with Executives

    Topics: CXO selling, Trusted Business Partner, Engagement, Engaging Executives, engaging with cxos, B2B Sales and Marketing

    3 tips to quickly connect with CXOs

    Topics: CXO selling, Trusted Business Partner, Engagement, Engaging Executives, engaging with cxos, B2B Sales and Marketing

    5 nagging questions about engaging with CXOs

    Topics: CXO selling, Trusted Business Partner, Engagement, Engaging Executives, B2B Sales and Marketing

    4 barriers that prevent sales people from engaging with CXOs

    Topics: CXO selling, Trusted Business Partner, Engagement, Engaging Executives, B2B Sales and Marketing

    5 Insights into Changing the Role of Customer Support

    Topics: Total Customer Focus, Trusted Business Partner, field services

    3 key themes from 2014 TSIA conference. Where is your organization?

    Topics: Technology Services Industry Association, Total Customer Focus, Trusted Business Partner, field services, Culture Change

    3 shifts for sales and service people to transform customer relationships

    Topics: Relationships with Customers, Total Customer Focus, Customer Relationships, Culture Change

    4 reasonable ways to never say "no" to customers

    Topics: Total Customer Focus, Trusted Business Partner, Culture Change

    4 Criteria for Creating a Customer Focused Value Proposition

    Topics: business dialogue, value proposition, Engaging with Hospital Executives, Trusted Business Partner, Engagement, B2B Sales and Marketing

    10 hidden issues to get to your customer's real problems

    Topics: Total Customer Focus, Trusted Business Partner, Tech Services, Culture Change

    Every Business Dialogue is an Opportunity to Create Value

    Topics: business dialogue, business partners, Trusted Business Partners, Total Customer Focus, Engagement, B2B Sales and Marketing

    3 Approaches to Being Customer Proactive Every Day

    Topics: healthcare sales, account management, Total Customer Focus, Trusted Business Partner, Tech Services, Culture Change

    You don’t have to be in sales to generate revenue

    Topics: business partners, Trusted Business Partners, Total Customer Focus, field services, Culture Change

    Lift with your legs. Easy to say, not so easy to do

    Topics: business partners, Training that Sticks, Trusted Business Partners, Engagement, B2B Sales and Marketing

    To engage with executives, start with what you do know

    Topics: business partners, Trusted Business Partners, Total Customer Focus, Engagement, B2B Sales and Marketing

    3 Ways to Really Engage with Executives that Get Results

    Topics: business partners, Trusted Business Partners, Total Customer Focus, Engagement, B2B Sales and Marketing

    4 ways for B2B suppliers to become business partners with customers

    Topics: business partners, Trusted Business Partners, Total Customer Focus, field services, Culture Change, Engagement, B2B Sales and Marketing

    6 case studies show B2B is moving from products to services

    Topics: Trusted Business Partners, Total Customer Focus, field services, Culture Change

    Commodity Supplier or Trusted Business Partner? 3 ways to tell.

    Topics: Technology Services Industry Association, Trusted Business Partners, Total Customer Focus, Value Buyers, Culture Change, Partnership, Engagement

    How to enable field services to unleash revenue potential

    Topics: Total Customer Focus, Trusted Business Partner, field services, customer service and support

    Improving Customer Relationships Through B2B Branding

    Topics: B2B branding, B2B Marketing, B2B learning from B2C, Culture Change

    5 ways for hospitals to manage culture change in a patient-centric model

    Topics: healthcare sales, patient-centric, Engaging with Hospital Executives, Selling to Hospital Executives, Culture Change, Engagement

    4 big changes taking place in customer-supplier relationships

    Topics: Technology Services Industry Association, Total Customer Focus, field services, customer service and support

    What should your company do to “Stay in Dialogue” with Hospital CXOs?

    Topics: Accountable Care Organizations, healthcare sales, Engaging with Hospital Executives, Selling to Hospital Executives, Engagement

    Unleash the Revenue generating power of your field services workforce

    Topics: Technology Services Industry Association, Total Customer Focus, field services, Culture Change

    How do you engage Hospital CXOs on Accountable Care Organization (ACOs)?

    Topics: Accountable Care Organizations, healthcare sales, Engaging with Hospital Executives, Selling to Hospital Executives, Engagement

    Are your field services ready for the shift from B2B to B4B?

    Topics: Technology Services Industry Association, Total Customer Focus, Culture Change, customer service and support

    Why are so many of us average at engaging with hospital executives?

    Topics: CXO selling, Engaging with Hospital Executives, Selling to Hospital Executives, Engagement

    What can we learn from an iceberg about Total Customer Focus?

    Topics: Technology Services Industry Association, Trusted Business Partners, Total Customer Focus, customer service and support

    Why you need to stop selling to hospital executives now

    Topics: Engaging with Hospital Executives, Selling to Hospital Executives, Healthcare Information and Management Systems Soci, Engagement

    Are you reactive or proactive with customers? Three ways to tell

    Topics: Technology Services Industry Association, Total Customer Focus, customer service and support

    Are you getting the win-win relationship you deserve?

    Topics: Technology Services Industry Association, Total Customer Focus, Trusted Business Partner, customer service and support

    4 ways to stop selling to Hospital CxOs and start engaging them

    Topics: healthcare selling, CXO selling, healthcare sales, Trusted Business Partner, Engagement

    Hospital CEOs rank financial challenges as #1 concern

    Topics: healthcare selling, healthcare sales, Engagement

    Is coaching for sales organizations a nice to have or a necessity?

    Topics: Sales Training, Coaching for Sales, Culture Change, Training and People Development

    Sales people missing goals? Did you give them training that sticks?

    Topics: Sales Training, B2B Sales Training, Applied Learning, Peer Collaboration, Training and People Development

    Sales training not sticking? Maybe it’s going down the “Memory Hole”

    Topics: Sales Training, Memory Hole, B2B Sales Training, Applied Learning, Culture Change, Training and People Development

    The 3 biggest mistakes sales teams at B2B companies will make in 2014

    Topics: value selling, Capture Teams, marketing and sales alignment, Partnership

    How to make the insanity stop in 2014

    Topics: value selling, Capture Teams, marketing and sales alignment, Partnership

    A New Perspective on Emotional Branding

    Topics: B2B branding, B2B Marketing

    SAMA's Top 50 Best Practices

    Topics: value selling, Strategic Account Management Association, Strategic Sales and Account Management

    Does your organization have what it takes to win big deals?

    Topics: Account Planning, Strategic Account Management, Capture Teams, Strategic Sales and Account Management

    How to Win Big Deals. 4 Barriers that Get in the Way: FREE WEBINAR

    Topics: global selling strategies, Strategic Account Management, Capture Teams, Strategic Sales and Account Management

    3 actions to take to win big deals over the next 12 months

    Topics: value selling, sales and marketing silos, Account Planning, Strategic Account Management, Capture Teams, Trusted Business Partner

    4 steps to executing a Capture Plan that makes (not breaks) global companies

    Topics: Strategic Account Management, Capture Teams, Strategic Sales and Account Management

    4 steps to organize and launch a successful Capture Team

    Topics: Strategic Account Management, Capture Teams, Strategic Sales and Account Management

    What are Capture Teams? Why every sales organization needs them

    Topics: Strategic Account Management, Capture Teams, Strategic Sales and Account Management

    How to recognize and address value leakage

    Topics: value selling, Value Selling Toolkit, Value Leakage, Partnership

    How to succeed at Selling Value

    Topics: value selling, Value Selling Toolkit, Value Marketing, Partnership

    4 negotiators to prepare for in Value Selling

    Topics: value selling, Value Selling Toolkit, CxO Insight Series, Account Management Process, account management, Strategic Sales and Account Management, Trusted Business Partner, Partnership

    4 benefits to our Free Value Selling Toolkit

    Topics: value selling, Value Selling Toolkit, CxO Insight Series, Value Buyers, Partnership

    4 ways sales people get customers to buy on value, not price

    Topics: value selling, value messaging, value buyer, Value-Adding Relationships, Trusted Business Partner, Value Marketing, Partnership

    6 new imperatives for global organizations to build Value-Based Customer Relationships

    Topics: value selling, value messaging, value proposition, Value-Adding Relationships, Partnership

    4 key areas where a common vocabulary connects marketing and sales

    Topics: Sales and Marketing, sales tools, marketing and sales alignment

    4 actionable SAM lessons from the SAMA Pan-European Conference

    Topics: Strategic Account Management Association, Strategic Sales and Account Management

    If marketing and sales are not aligned at your company, 12 facts to motivate action

    Topics: sales alignment, sales and marketing silos, marketing effectiveness, marketing and sales alignment

    8 facts about the quality of sales leads to align Marketing and Sales

    Topics: sales alignment, sales and marketing silos, marketing and sales alignment

    5 reasons why overlapping accountability of marketing and sales is resulting in lower quality leads

    Topics: sales alignment, sales and marketing silos, marketing effectiveness, marketing and sales alignment

    6 experts explain why marketing and sales don’t get along

    Topics: sales alignment, sales and marketing silos, marketing and sales alignment

    4 steps bring marketing and sales into alignment: Case Study

    Topics: sales alignment, sales and marketing silos, marketing and sales alignment

    3 ways to recognize if your sales organization is out of (global) alignment

    Topics: sales alignment, global alignment, Strategic Sales and Account Management

    6 experts explain why Strategic Account Management processes fail

    Topics: Sales Processes, Account Management Process, Strategic Sales and Account Management

    3 experts tell us what’s important in developing strategic relationships

    Topics: Account Management Process, Value-Adding Relationships, Strategic Sales and Account Management, Trusted Business Partner

    Why achieving global alignment is the #1 challenge for Strategic Account Managers

    Topics: Account Planning, account management, Strategic Sales and Account Management

    Why global companies get less but need more from Strategic Account Management Plans

    Topics: Account Management Process, Account Planning, account management, Strategic Sales and Account Management

    Becoming a Trusted Business Partner in Frankfurt

    Topics: value selling, Trusted Business Partner, training programs

    3 Steps to Becoming a Trusted Business Partner

    Topics: Strategic Sales and Account Management, Trusted Business Partner, Engagement

    10 Surprising Stats about Strategic Account Management (SAM) Plans

    Topics: Account Planning, Strategic Account Management

    What does the 10-Step SAM Plan teach about driving B2B sales? Plenty

    Topics: sales tools, Sales Processes, Strategic Sales and Account Management

    [New eBook] Selling and Negotiating Optimal Value Prices

    Topics: value selling, sales tools, Value Pricing, Partnership

    Are you selling and negotiating optimal value prices?

    Topics: value selling, price negotiation, Value Pricing, Partnership

    How to Engage with or Go-Around Procurement (safely) by Understanding 4 Types of Buyers

    Topics: value selling, price negotiation, Value Pricing, Partnership

    What the Koreans teach us about price negotiation

    Topics: value selling, price negotiation, Value Pricing, Partnership

    How the 1st of 4 Critical Success Factors on Value Pricing Determines Profits

    Topics: value selling, price negotiation, Value Pricing, Partnership

    15 Reasons You Need Global Partners' FREE Profit Calculator Tool Now

    Topics: value selling, price negotiation, Value Pricing, Partnership

    CEO Insights from the Cleveland Clinic CEO, Dr. Toby Cosgrove

    Topics: healthcare, cleveland clinic, ceo insights, Trusted Business Partner, Engagement

    3 Steps to Create Value that Changes Perceptions with C-Suite Executives

    Topics: value selling, business dialogue, value messaging, account management, Partnership, Engagement

    3 Ways to Avoid the 'Commodity Trap'; 3 Ways to Create an 'Escape Plan'

    Topics: value selling, value buyer, commodity trap, Partnership

    CEO Dr. Cosgrove talks about establishing the Cleveland Clinic in Abu Dhabi

    Topics: healthcare, cleveland clinic, global branding, Engagement

    CEO Dr. Cosgrove Talks Accountable Healthcare and Unicorns with Global Partners

    Topics: healthcare, cleveland clinic, Accountable Care Organizations, ACO, Engagement

    How the Cleveland Clinic Quantifies the Return on Investment of Innovation

    Topics: healthcare, cleveland clinic, healthcare innovation, ROI of innovation, Engagement

    How the Cleveland Clinic Treats Patients from Hawaii to Boston Through E-health in Cleveland

    Topics: healthcare, cleveland clinic, healthcare innovation, e-health, Engagement

    Why There Has Never Been a Better Time to Pursue "Ideation" – Free eBook Available

    Topics: ideation, ideation sessions, ideation proccess, ideation session, idea generation

    Samsung - Asia's Fastest Growing Company

    Topics: Culture, growing your business in asia, business in asia

    6 Case Studies that prove mHealth ROI and better healthcare outcomes

    Topics: mobile healthcare, mhealth, healthcare marketing, medical device, mobile healthcare apps

    7 Resources to Help Grow Your Business in Asia

    Topics: Global Partners, Business Development, global partners inc, Business to Business Marketing, business growth partnerships, growing your business in asia, Market Innovation, Are You Selling to the Right Decision Maker?, selling business to business

    Four Areas Where Western Countries Need To Adapt Their Selling And Marketing Approaches In Order To Succeed In China And Taiwan

    Topics: Business Development, Business to Business Marketing, business growth partnerships, growing your business in asia, customer decision-making, Emerging Markets, Paul Hesselschwerdt, Are You Selling to the Right Decision Maker?, Unique Development Process, Value Creation, Value, Value-Adding Relationships

    Discover 5 key differences for successful business to business selling in Japan

    Topics: Global Partners, global selling strategies, Business to Business Marketing, business growth partnerships, growing your business in asia, Emerging Markets, Paul Hesselschwerdt, Value Creation, selling business to business

    The Only 10 Business Savvy Metrics You Need to Quantify Value

    Topics: Growing Share, High Value Selling, Business Development, Paul Hesselschwerdt, CXO selling, High Value

    Greetings Olympics fans! from Charlie Kellogg

    Topics: Global Partners, Olympics, British Columbia, Charles Kellogg

    Evaluating and Measuring the Effectiveness of Training

    Topics: New Employee Training, Guaranteed First Time Success, Critical Success Factors, training programs, Levels of Evaluation, Cary Campen

    Selling in the New Global Economy

    Topics: Sales Force, High Value Selling, Sales and Marketing, Paul Hesselschwerdt, Sales Transformation

    Measure Sales Productivity

    Topics: Sales and Marketing, Paul Hesselschwerdt, Sales Processes, Sales Execution, Value-Adding Relationships