the-end-of-solutions-sales 
Partners in Excellence
JULY 21, 2012
In the latest issue of the Harvard Business Review, the folks at the Conference Board have declared “The End Of Solutions Sales.” Instead of this, we should be driving greater clarity in how sales people can create great value for their customers. Yes, I said provide customers solutions to their problems.
Veloxy
FEBRUARY 13, 2023
Open ended sales questions are a crucial aspect of the sales process. In this article, we’ll review the 12 types of open ended questions to ask, when to ask them, and other emerging best practices. Additionally, we’ll cover some of the common mistakes to avoid when asking open ended sales questions.
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Force Management
MARCH 14, 2024
If you’re leading an organization that’s selling a solution, whether in an established market or a new vertical, you’re competing for your buyers’ attention. The competition is high – we are all faced with hundreds of sales messages each day.
Cerebral Selling
AUGUST 30, 2022
When it comes to running high-impact sales discovery, one of the areas so many reps struggle with is asking engaging discovery questions that customers actually want to answer! But there’s one particular open-ended discovery question that I always recommend to my clients. Open-ended Discovery Question Builder. this quarter”.
Iannarino
JULY 11, 2021
I fully agree that you should avoid pitching your company or your solution early in the sales conversation. Many of them may be completely new to you, especially if you are practicing an outdated approach to B2B sales, but they’re all useful for creating value for your clients and eventually winning their business.
Iannarino
JULY 25, 2021
The first line of the post said “The true nature of consultative sales is providing advice about the business decisions your contacts are making,” with an accompanying image stating “If your client knows everything you know, they are not going to need you.” He ended his comment with this valid point: “Value is not simply information.”.
Veloxy
JUNE 21, 2021
Introduction Opening Lead Qualification Closing the Sale. Introduction Opening Lead Qualification Closing the Sale. It might go something like this : Sales Rep: Hey—John? Sales Rep: This is Peter with Veloxy. Prospect: I was just heading out the door… Sales Rep: Not a problem. Introduction. Opening.
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