The Cultural Change of Sales Calls at Microsoft

Even just five years ago, Microsoft managers seemed to understand the idea of solutions sales.  But the past five years, they’ve gotten so conditioned to think of low margin contracting, it is a challenge to explain to many of them that we’re not a staffing company, that we actually are offering a solution.  It is almost like being an ice salesman, and trying to explain ice to someone who doesn’t know ice exists but thinks every sales call is someone selling them water.  Fascinating.

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The Cultural Change of Sales Calls at Microsoft

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