Posts Tagged "insight-selling"
The End of Solution Sales? Not So Fast...
- 18-10-2012
- Most Recent Blogs, Other Solutions Issues
- HBR, Insight Selling, Solution sales, Buyer-Seller Selling Metodology, Mobilizers, Pursuit Scorecard, Share Insights in CategoryOther Solutions Issues
- 0 comments
Guest Blog post: Mike Peters, Managing Director - Whitespace Consulting Group and an Associate of Solutions Insights
What do Neil Young, Betty White, Bob Hope, Mark Twain, Ernest Hemingway, and Paul McCartney all have in common? Great comic timing? A villa in Tuscany? A love of the Classics? No,[...]
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Should We Perform the Last Rites on Solutions Selling?
- 29-08-2012
- Other Solutions Issues, Most Recent Blogs
- BANT model, solutions selling, Other Solutions Issues, Complex Solutions, Insight Selling, Sales Nirvana, Selling Attributes, Transactional Vendor
- 2 comments
It’s been the mantra of sales management in the B2B sectors for over 30 years. Whether you sold for Xerox, Raytheon, IBM, Monsanto, United Technologies or even McKinsey the path to the sales jackpot was the same – learn the techniques of solutions selling. Every company that has sold high[...]
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