Here's what we're discussing in this episode:

Why sales are difficult for IT services companies

• Lack of productized offerings
• Deep understanding of customer issues requires skills
• Easily mismatched client needs to ability to deliver
• Sales enablement

When do you need a sales person?

When do you need a sales team? 

What type of Sales roles should you hire

• Hunter
• Farmer
• Business development rep

What’s needed to make them successful

• An ideal prospect profile
• List of accounts to attack
• Productized offering
• Grinding, minding, finding

If you’re going through an M&A process, should you hire?

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