5 Solutions selling has been the holy grail for a long time… Solutions selling is largely driven by suppliers’ attempt to escape a dramatically increasing commoditization of their products and services. ![]() Today, this way of selling is being challenged by procurement-savvy teams that cut the grass under your best sales reps’ feet. Over the last three decades, B2B selling has evolved from a transactional (product-price) approach, to a relationship-based process, and to a solutions-based model. ![]() 1 Insight Selling and the Challenger SaleĢ Get a primer on insight selling and the characteristics of the challenger saleģ Executive summary Customers don’t need you the way they used to.
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