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.

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