MSP sales consultants will tell you that you need to be talking to the decision makers about more than just technology. You need to talk to them about their business strategies and goals as well as their pain points. Once you get a sense of that broader picture, you can facilitate the right technology solutions to help them achieve those goals. But how do you make sure you are talking to the right person at the right time?
Eric Rockwell, president and CIO of CentrexIT has figured it out.
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