Many sales cycles are stalled. Whether your team is selling print, services, direct mail, software, equipment, or products, the current situation has many sales cycles stuck and delayed. Your sales ...

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” ...

Sales management is the process of developing and managing a company’s sales force. The goal of sales management is to maximize the sales team’s performance and effectiveness. Therefore, the role of a ...

A career in sales can be difficult yet rewarding. Those interested in a sales career have numerous choices regarding the types of products to sell. Likewise, businesses engaged in selling products ...

CHARLOTTE, N.C.--(BUSINESS WIRE)--Sales Performance International (SPI), a global sales training and performance improvement firm, announced today the launch of its Solution Selling® Online Sales ...

As enterprises scale, managing large and complex sales processes requires advanced tools that not only streamline operations but also enable data-driven decision-making. Sales automation software is ...

Changes in the way customers buy technology are stressing existing vendor channel and partner organizations, processes, and capabilities. As a result, companies need to rethink the ways they allocate ...

Value-based selling is a sales strategy where the focus is on understanding and reinforcing the various benefits that your product or service can provide to the customer. Unlike price-focused selling, ...

“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 ...