Speaking Out: Why Solution Selling Beats a Commodity Focus

Customers in our industry are now going through what those in the financial industry did years ago. Technology is driving an increase in options, which is driving a power shift to the customer, which is requiring sellers to deliver real value in order to survive.

As our industry confronts attacks from AmazonSupply, our best advice may come from the financial industry, and Steve Lockshin’s book, Get Wise to Your Advisor.

Jeff Bezos, the founder and brains behind Amazon, was a hedge fund executive before starting Amazon in his garage. After turning companies like Borders into dusty bookshelves, he’s now focused on the distribution industry. In his book, Lockshin predicts three changes in the financial industry due to online

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