Are You Prescribing a Solution Before Diagnosing the Problem?
5600 Blue
OCTOBER 5, 2017
QUESTION: With all the changes happening in the world of buying (B2B Digital Revolution, Committee buys, etc.) When they think they have found the answer, they reach out to suppliers to ask for quotes on a solution that aligns to the change they have identified. The sales rep then prepares a proposal as requested for their solution.
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