Solution Selling Insights

    Margaret McGuire

    Several of our category leading clients are pursuing strategies that include the development and sales of ‘solutions’ in order to increase cross category sales, create new value and capture their share of the value created. Selling solutions has also led to the popularity of ‘Challenger Sales’ – one of the five sales rep profiles identified by the Corporate Executive Board’s research. The attached paper explores the implications of solution selling for field force design and capability.

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