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 ...

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 ...

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 ...

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 ...

Sales management is the process of developing and managing a company’s sales force. The goal of sales management is to maximize the sales team’s performance and effectiveness. Therefore, the role of a ...

Everyone talks about solution selling, but how do you know whether or not a solution actually makes sense for the customer? It's pretty easy to come up with a technical solution that matches a problem ...

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 ...

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 ...