5 Ways To Improve Your Security And Disaster Recovery Sales Conversations

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Get In The Driver's Seat Of The Conversation

Technology is maturing, MacBean said, and end users are becoming more and more ready to adopt emerging technologies. However, it's up to the solution provider to decide who sits in the driver's seat, and solution providers who are in the business of helping other organizations should be leading the charge.

"It's not just them driving it," MacBean said. "They're going to do whatever they want ... you have to be involved and get involved, and bring some of value, if you want to be part of it."

Plus, he said, talking about the future of technology is way more interesting than talking about fulfillment. 

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