The Evolution of Solutions Consulting w/Honeywell’s Theo Newman
The modern reseller typically doesn't focus only on transactional sales. Solution selling has become the norm for any business that wants to grow and survive, but how should VARs structure their teams to be true consultants? This week, Honeywell's Theo Newman joins the podcast to explain the importance of building a team of "right people for the right role." How has the hardware sale changed from the customer perspective? How does AI impact the conversation? Why is barcode scanning the perfect example of how selling has changed? It's the episode that's willing to pay more to stay comfortable…
The skinny
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