2Bobs—with David C. Baker and Blair Enns cover image

Selling Should Be Fun or You Aren't Doing It Right

2Bobs—with David C. Baker and Blair Enns

CHAPTER

Productized Services vs Customized Services - The Trade-Offs

Many firms go too far on the productization front without thinking of the trade-offs. The relevant trade-off for this conversation is that they're not as engaged as a salesperson. It's almost like if they don't have something hanging on the rack that works, you're almost irritated if it's going to take 10 days to modify something.

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