Ready to storm into your next IT sales meeting and wow the room with a snazzy deck full of slides showcasing how great your product is? That's perfect—if you want to get laughed out of the room. If, on the other hand, you'd like your prospect to take you seriously and progress down the funnel, you should do exactly the opposite.
In the IT edition of our Ultimate Enterprise Sales Playbook series, we caught up with Emissaries from companies like Merck, Kellogg's, Johnson & Johnson, and CVS to find out what the right approach to sales looks like in 2018. These former IT decision makers all told us one thing: the days of product-pushing are over.