July 2014

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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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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