It is stunning to realize that the ideas and practices of consultative selling and the solution sale have been around for more than four decades. As “selling solutions” and “consultative selling” ...

In 2012, Harvard Business Review published a bold article entitled “The End of Solution Sales”. It declared that solution selling had become obsolete. The verdict was, in large part, founded on the ...

Opinions expressed by Entrepreneur contributors are their own. This article was written by Molly Miles Rizor, a member of the Entrepreneur NEXT powered by Assemble content team. Entrepreneur NEXT is ...

Everyone knows what an ideal sales process looks like: high-value prospects get immediate follow-up, data is shared quickly and accurately, and salespeople are unfailingly productive. Unfortunately, ...

Every business goes through a similar series of steps to make a sale. Understanding how the sales process works helps you maintain a consistent approach to generating sales leads and turning them into ...

“As any VAR knows today, Selling IT solutions is a broken process,” said Leslie Swanson, CEO of eXalt Solutions. “Channel partners typically work with hundreds of vendors, each providing dozens of ...

Is your sales process really helping your organization maximize its potential revenue? It’s a question well worth considering, especially when scaling your sales team. Complacency in sales can be ...