Strategic Service Provider Era Is Here: 10 Changes Solution Providers Need To Start Making Now

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5. Reinvent Your Sales Organization

Dudley said solution providers must transform their sales departments from a group of solitary gunslingers to a team of interdependent Navy SEALs, willing to organize in advance, use whatever weapon is required and change tactics on a dime.   

"You don't need a world-class sales organization," Dudley said. "You need a disciplined sales organization that works with the rest of the team."

Dudley cautioned, though, that it is both time-consuming and expensive to retrain salespeople so that they can thrive in a relationship-based rather than transactional setting.

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