Developing the trusted-adviser role

04/5/2009 | ChannelInsider.com

Larry Hedlin just might have the secret to selling in these troubled times: Become a trusted adviser to your clients. Hedlin, vice president of sales and marketing at Heartland Technology Solutions, has been working with his team to develop relationships with the C-suite executives at client companies and cultivate a consultative relationship with those top-level decision makers.

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