• Written by Alistair Fox
• Categorised Marketing, Sales Enablement

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…

• Written by Alistair Fox
• Categorised Marketing, Sales Enablement

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…