By John DeSarbo, Principal, ZS Associates
Legendary college basketball coach John Wooden once remarked, “I would rather have a lot of talent and a little experience than a lot of experience and a little talent.” This wisdom rings true with solutions providers battling to retain and grow their most important customer relationships. To succeed at the top of the account pyramid, solutions providers need account managers who develop deep, trusting relationships with senior IT and business decision makers. Unfortunately, many VARs and MSPs are realizing they need to look outside their sales organizations to find strategic account managers with the right skill set and drive to succeed.
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