Grover Cleveland

Published on May 2, 2000

“It is not that they can’t see the solution: It is that they can’t see the problem.”

Grover Cleveland

Translation: Titans concentrate on helping their customers understand their challenges and identify appropriate solutions. Non-Titans concentrate only on selling their features hoping they will be enough to make the sale. Features are commodity driven. Solving problems are solution driven and customers will pay more for solutions than features.

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