Wednesday, 19 February 2014

The End of Solution Sales - Harvard Business Review

Are you in sales or client facing roles? Here is a great article on Harvard Business Review about the new era of sales and how to excel under today's challenging and dynamic conditions.

"The hardest thing about B2B selling today is that customers don’t need you the way they used to. In recent decades sales reps have become adept at discovering customers’ needs and selling them “solutions”—generally, complex combinations of products and services. This worked because customers didn’t know how to solve their own problems, even though they often had a good understanding of what their problems were. But now, owing to increasingly sophisticated procurement teams and purchasing consultants armed with troves of data, companies can readily define solutions for themselves."

More at The End of Solution Sales - Harvard Business Review

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