Posts Tagged "insight-selling"

The End of Solution Sales? Not So Fast...

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,[...]

Should We Perform the Last Rites on Solutions Selling?

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[...]