Archive: Solution Selling

• Nov 17, 2009

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  Packaging it up

  “Solution selling” is a term that almost has no meaning anymore. Everyone I interview has read a book about it, trained in it, and always does it no matter what. I pushed it a lot for a while – sell the solution, do not focus on the products that go into it. Think about the...
  
  

• Sep 03, 2009

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  Software + Services = Solution

  One of the challenges I constantly run into is sales and marketing talk a lot about selling solutions, but to really deliver a valuable solution sales AND services (technical, professional, consulting etc) must be on the same page. Selling a “solution” is easy to talk about “Well Mr. Customer, one way we are better than...