The beauty of using SPIN in selling management consulting is that it proves and improves your quality as a consultant. Management Consulting is 50% questions, 40% facilitation (which is also asking questions) and 10% ...
Most companies offering a software-as-a-service (SaaS) solution can't afford to sell it. ... The best of these sales efforts may follow "solution selling," "SPIN," "customer-centered selling" or some other sophisticated technique.
Is pricing out of touch with the market? Are salespeople frittering away profits? Are these two groups really at war with each other? Or, are they aiming for the same goal but language differences are preventing proper teamwork?
Author and consultant Alexandra Levit explores how one large company shifted to a value-based selling strategy -- and how you can do the same. (3 critical words in sales mgt: measure, measure & measure.
I have been meaning to write about an HBR article the was published last August on “The End of Solution Selling” and the referenced material in the comments that followed on line related to “The Challenger Sale” The sales ...
Solution selling is the art of solving customers' problems by specifying and providing the perfect mix of equipment, services, consumables and financing. When properly executed, solution selling reduces costs and increases ...
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