How has the sales game changed in today's fast-moving IT industry? And how are solution provider sales models evolving with the growing focus on IT services? During our SP500 Roundtable at the 2013 Best of Breed Conference, top solution providers discussed sales strategy, compensation, and hiring practices in the hyper-competitive IT channel. Compugen, Denali Advanced Integration, and GreenPages talk about the need for highly technical sales people and why hiring ex-vendor representatives is sometimes the best option.
PUBLISHED NOV. 6, 2013