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” ...

As many formally product-focused companies migrate to selling solutions, most overlook one critical component: the way they measure sales performance. Sales people, using a solution-selling approach, ...

As explained in my previous post, traditional vendor-centric sales processes are ineffective because they don’t reflect the way that customers want to buy. As such, they can get in the way of a sale ...

Rohini Vaishnavi, founder of The Writing Experts. The innovative sales enablement tools driven by Artificial Intelligence (AI), have completely transformed the sales landscape. Technology has enhanced ...

Although closely related to customer relationship management (CRM) software, lead management applications focus on the sales pipeline. With the right tool, salespeople can convert the data into viable ...