Channel Chatter: 10 Highlights From CRN's Solution Provider 500 Roundtable

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The Changing Sales Approach

Compugen's Zarek:

Our experience is that it is a transformation. For many years, a great salesperson who had a great sort of schmooze appeal, a good relationship with customers, was fantastic. Today that doesn't really count very much anymore -- I mean they don't care for the donuts or the meals or the golfing. No one's got time for that. It's about what value can that person bring to the customer, can he inform him, can he challenge him, can he introduce him to something he doesn't know. So that type of relationship that the sales rep has is very, very different and there aren't a lot of people who have that. So that's a real challenge.


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