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” ...

A shift from selling products to selling solutions is a common strategy for companies looking to boost their bottom line. Over the past two decades, I’ve worked with many companies trying to implement ...

Track win rates, average deal cycle, pipeline velocity, and stage-by-stage conversion rates. Review the process formally ...

Expertise alone doesn’t close deals. Success comes from connecting your capabilities to what buyers truly value. This can be achieved through a structured sales process. A structured sales process is ...

“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 ...