Category - "sales-acceleration"

Provoking the sale: One crucial meeting?

While the main idea of “provocation-based selling” may not be so new, Geoffrey Moore’s recent article has certainly provoked some useful thinking here at Solutions Insights. Steve Hurley has already presented our general perspective that the differences between Moore’s “new” idea[...]

Is solutions selling dead...or more important than ever?

Did longtime tech marketing guru Geoffrey Moore just publish an obituary for one of the most successful forms of selling in our industry’s history? In a recent Harvard Business Review article, "In a Downturn, Provoke your Customers," Moore and his TCG Advisors team propose a new method for[...]

Is selling solutions a contradiction in terms?

I don't know how many millions B2B companies have invested in "solution selling" programs, but it's an enormous number -- and of course Solutions Insights will happily help your sales team do a better job in this area, too. But I really wonder if the whole idea of "selling solutions" is a[...]