Mark Boundy talks about 'pseudo-optimisation' and how making silos increasingly smaller does not really help anybody. There is an opportunity for those that really take ownership and are able to walk the customer through their own complicated process. He argues that when salespeople 'go native' it is not always a bad thing, and responsiveness is an opportunity to differentiate and build value.

Key insights include: Salespeople are pretty unimpressive, Social risk of being an advocate, and Perfect understanding of an imperfect vision.

Connect with Mark on LinkedIn, and with your host Fred Copestake at linktr.ee/fredcopestake.

Podcast sponsored by Remaster Media.