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” ...

In 2012, Harvard Business Review published a bold article entitled “The End of Solution Sales”. It declared that solution selling had become obsolete. The verdict was, in large part, founded on the ...

Assembling a sales force capable of selling solutions is arguably the most difficult challenge for any aspiring ‘solutions provider’ that is committed to delivering a balanced mix of hardware, ...