July 2014

Why salespeople find it difficult to sell solutions

15th Jul 2014Why salespeople find it difficult to sell solutions


Many telecommunications and technology companies have repeated attempts at moving from a product sell to selling solutions. The reasons for attempting the move appear compelling…

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Solutions Marketing - A top 7 checklist

07th Jul 2014Solutions Marketing – A top 7 checklist before investing


Ten years ago, I led a group developing global telecoms solutions for a large telecoms equipment vendor. The goal of the Solutions Group was to identify these solutions, then develop and package them so they could be sold by the worldwide salesforce…

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