Solving the Puzzle Together - Solution Selling Practices
A great article on how solution selling practices have waned within the Partner community, but how a strong focus can lead to sales success.
In Australia, we offer solution selling training for our channel partners. Key points we reinforce in our training that the article refers to:
- need to train at sales manager level
- need for constant reinforcement, and even modification of hiring approaches
- need to use reference sites to convince customers of capability
- need to appeal to "personal wins" (an area that I feel the official Solution Selling methodology neglects)
http://rcpmag.com/features/article.aspx?editorialsid=753
