Brawn Consulting founder Alan Brawn joined me on for his the latest episode of Rants & rAVes to talk about an article he recently wrote in which he cited some interesting customer buying shifts that have been documented by research firms like Gartner, McKinsey and Harvard Business Review. Data shows that somewhere between 70%-80% of buying decisions are already made before an AV integrator is even called. So, what’s the role of a salesperson now? Well, watch this insightful 20-minute interview that, if you are in sales, will likely change your perspective on your own role.

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