It is stunning to realize that the ideas and practices of consultative selling and the solution sale have been around for more than four decades. As “selling solutions” and “consultative selling” ...

A shift from selling products to selling solutions is a common strategy for companies looking to boost their bottom line. Over the past two decades, I’ve worked with many companies trying to implement ...

Autotask added a new tool to its IT management software platform that is specifically targeted to helping solution providers grow their sales opportunities and successes, the company said Thursday.

Here’s an excerpt taken from “The End of Solution Sales,” a recent Harvard Business Review article: “…one of the firm’s top sellers, who asked to give an RFP presentation, quickly commandeered the ...

Opinions expressed by Entrepreneur contributors are their own. This article was written by Molly Miles Rizor, a member of the Entrepreneur NEXT powered by Assemble content team. Entrepreneur NEXT is ...

Apollo reports that sales automation boosts efficiency, reduces costs, and improves conversion rates, yet remains ...

“As any VAR knows today, Selling IT solutions is a broken process,” said Leslie Swanson, CEO of eXalt Solutions. “Channel partners typically work with hundreds of vendors, each providing dozens of ...

Is your sales process really helping your organization maximize its potential revenue? It’s a question well worth considering, especially when scaling your sales team. Complacency in sales can be ...