It’s easy to forget that your customers/prospects operate in a complex ecosystem. In that ecosystem, your solution (and even the problem you propose to solve) is one, relatively small, piece of the puzzle. It is not at all unusual for salespeople to become myopic when developing their account strategy, and attempting to close more sales. Reps have a natural tendency to view their intended proposal through a vacuum – looking only at the problem they’re solving and the solution they are...
