Lead With Security

By The Business Solutions Network

It used to be that you could walk into the office of a prospective customer, show them the latest technology you were hawking, and win the business based on the name brand or power of the product alone. Of course, times have changed, and sales are way more complex today. Leading solutions providers won’t talk technology specifics initially but rather seek first to understand the needs of the customer. When it does come time to deliver a solution, the smartest avoid getting into brands, speeds, and feeds and instead offer bundled services (which may or may not include hardware) designed to solve those identified needs.