Many sales cycles are stalled. Whether your team is selling print, services, direct mail, software, equipment, or products, the current situation has many sales cycles stuck and delayed. Your sales ...

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, ...

Research shows that sales teams that have a sales process consistently outperform those that don't. However, not all sales processes are created equal. In fact, some sales processes can actually make ...

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 ...

People do not just pick up the phone and say, ‘We want to buy a printing press,’” observes Eric Frank, whose job is selling printing presses. As senior VP of marketing and product management for ...

Autotask added a new tool to its IT management software platform that is specifically targeted to helping solution providers grow their sales opportunities and successes, the company said Thursday.

“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 ...

BROOKLYN, N.Y.--(BUSINESS WIRE)--Zipari, bringing the first and only consumer experience platform built specifically for health insurance to the market, is excited to announce the launch of its ...

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 ...