Staffing Up Sales: Behind Intermedia's Plan To Double Revenue

Sales Then Vs. Now

MARTORANO: Over the years, I've seen a tremendous shift in different trainings for sellers. I remember when I was a VAR … and I was selling printers one moment and the next moment I was selling systems integrations and network integration. I was just selling a product and that's it.
 
Things have shifted quite a bit since then. People purchase differently and at this point I think you have to provide them a roadmap to what it means when they consume the technology, and how that’s inevitably going to translate to greater productivity and ultimately, success in their business. It's not just about selling a product anymore.