It’s apparent that we are no longer in a time when interested customers are guided through the sales cycle solely by a company salesman. The internet has become one of the main sources of information that customers have embraced, finding answers, researching competitors, and brainstorming new solutions all on their own. From a vendor standpoint, this makes it imperative to understand clients’ needs, and to be able to merge what is expected and what is possible. Simply put, the focus now is on service, and our industry is no stranger to this.
