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 ...

It’s all about objectives, perspectives and belief. If you get compensated one way or another to persuade people to buy things that you’re not 100% committed to, you’re selling. It’s a job. If you ...

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 ...

Lori Greiner is a former Shark Tank panelist now known as the "Queen of QVC" for her show Clever And Unique Creations. In nearly every episode, she talks about products that solve a problem. This ...

Value-based selling is a sales strategy where the focus is on understanding and reinforcing the various benefits that your product or service can provide to the customer. Unlike price-focused selling, ...

Changes in the way customers buy technology are stressing existing vendor channel and partner organizations, processes, and capabilities. As a result, companies need to rethink the ways they allocate ...

"Judge a man by his questions rather than his answers," Voltaire wrote over 200 years ago. So true, especially early in the sales process, as you and your prospect get to know one another. That's when ...