Mike Bosworth is probably the smartest guy I ever met in the sales training world. His first book, Solution Selling: Creating Buyers in Difficult Selling Markets, was brilliant, and full of great ...

SCENARIO: You're calling on a prospect that's been experiencing a series of problems for several years. They've tried several times to fix those problems but have not been successful. Your sales ...

The mantra of selling solutions has taken enterprise software by storm and nowhere is this more prevalent than CRM. Honestly, it seems like the more challenging and difficult it is to sell into ...

In 2012, Harvard Business Review published a bold article entitled “The End of Solution Sales”. It declared that solution selling had become obsolete. The verdict was, in large part, founded on the ...

CHARLOTTE, N.C.--(BUSINESS WIRE)--Sales Performance International (SPI), a global sales training and performance improvement firm, announced today the launch of its Solution Selling® Online Sales ...

The idea that solution selling is dead is a popular talking point these days. Unfortunately, if you’ve abandoned the tactic based on that opinion, then you’ve been sorely misled. The catchphrase is ...

A career in sales can be difficult yet rewarding. Those interested in a sales career have numerous choices regarding the types of products to sell. Likewise, businesses engaged in selling products ...

The folks at Harvard Business Review know a few things about magazine publishing. They have been holding their own in today’s tough circulation and ad sales environment, most recently increasing ...

When an organization starts, the founder is always the most effective salesperson. No one else has the same passion, desire and raw drive to succeed as the person who spent his time, money and life ...

Some sales approach methods have stayed the same over the centuries because of proven success. Others fall out of general favor, but might still work with certain customers. There are many sales ...