Vincent Brunetti, CEO of RVM Inc., recently wrote a compelling article for Legal affiliate Law Technology News on the difficulties faced by vendors in hiring E-Discovery sales staff (published in The Legal July 15). Brunetti brought to the forefront several points that I happen to agree with: 1) The modern sale is more dynamic; 2) professionals are less comfortable connecting with executives; 3) the market has become commoditized; 4) The sales cycle is longer, and 5) attrition is higher. The industry has changed and is in a state of constant change.
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