Is Solution Selling Dead or Is It Just Misunderstood? |
LinkedIn  Twitter  YouTube  Facebook

Is Solution Selling Dead or Is It Just Misunderstood?

Solution Selling Sales TrainingI’ve been keeping up with the attacks on solution selling during the past few years.

I decided to dig a bit more deeply into those assertions and found a discrepancy between what is being portrayed as solution selling and Solution Selling®, the sales performance improvement intellectual property of Sales Performance International. (Note: SPI subscribes to ES Research Group’s research.)

My July/August column in Sales and Marketing Management magazine sheds some light on both modes of solution selling, and why there may be a misunderstanding out there in the sales training community.

No matter which side of the argument you’ve taken, I trust this column will establish the facts for any further debate.

By the way, you can subscribe to the print version of S&MM here.  If you do, use my priority code:  DSEN