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Is selling solutions a contradiction in terms?
I don’t know how many millions B2B companies have invested in “solution selling” programs, but it’s an enormous number — and of course Solutions Insights will happily help your sales team do a better...
View ArticleProvoking the sale: One crucial meeting?
While the main idea of “provocation-based selling” may not be so new, Geoffrey Moore’s recent article has certainly provoked some useful thinking here at Solutions Insights. Steve Hurley has already...
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Using account-based marketing to create and market new solutions
B2B companies committed to selling high value solutions often struggle where the rubber meets the road: the individual customer or prospect. Their websites highlight “solutions” and marketers pump out...
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Solutions Success Story: How VMware shifted its go to market strategy to a...
VMware, a software company focused on virtualization and cloud computing, recently faced a classic dilemma that many companies, especially technology-based companies, have encountered. The business...
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