SCENARIO: You're calling on a prospect that's been experiencing a series of problems for several years. They've tried several times to fix those problems but have not been successful. Your sales ...

The mantra of selling solutions has taken enterprise software by storm and nowhere is this more prevalent than CRM. Honestly, it seems like the more challenging and difficult it is to sell into ...

In 2012, Harvard Business Review published a bold article entitled “The End of Solution Sales”. It declared that solution selling had become obsolete. The verdict was, in large part, founded on the ...

A career in sales can be difficult yet rewarding. Those interested in a sales career have numerous choices regarding the types of products to sell. Likewise, businesses engaged in selling products ...

CHARLOTTE, N.C.--(BUSINESS WIRE)--Sales Performance International (SPI), a global sales training and performance improvement firm, announced today the launch of its Solution Selling® Online Sales ...

It’s all about objectives, perspectives and belief. If you get compensated one way or another to persuade people to buy things that you’re not 100% committed to, you’re selling. It’s a job. If you ...

The idea that solution selling is dead is a popular talking point these days. Unfortunately, if you’ve abandoned the tactic based on that opinion, then you’ve been sorely misled. The catchphrase is ...

Matt Dixon, director at Corporate Executive Board and coauthor of the HBR article “The End of Solutions Sales.” An interview with Matt Dixon, director at Corporate Executive Board and coauthor of the ...

Some sales approach methods have stayed the same over the centuries because of proven success. Others fall out of general favor, but might still work with certain customers. There are many sales ...

The folks at Harvard Business Review know a few things about magazine publishing. They have been holding their own in today’s tough circulation and ad sales environment, most recently increasing ...

Value-based selling is a sales strategy where the focus is on understanding and reinforcing the various benefits that your product or service can provide to the customer. Unlike price-focused selling, ...

Assembling a sales force capable of selling solutions is arguably the most difficult challenge for any aspiring ‘solutions provider’ that is committed to delivering a balanced mix of hardware, ...