Be Able To Navigate Their Road Map
The best way to have the most productive conversation with the client is to sit down and really work to understand their business, MacBean said. He suggested asking them what their pain points are and understanding their business road map in order to better understand how you can act as an adviser.
"There's ways to have the conversation that aren't transaction-focused. Those are the conversations that we try to have," MacBean said in an interview with CRN. "At the end of the day, people want to do business with people they trust."