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 argument that B2B buyers are coming to the table more prepared and better educated than ever before. In many cases, they’ve already honed in on a desired solution and, as a result, they no longer appreciate a solution selling approach that relies on open-ended questions aimed at diagnosing their needs.
https://balance.ventures/wp-content/uploads/2018/08/rafaela-biazi-470405-unsplash.jpg 2265 1500 Editor https://balance.ventures/wp-content/uploads/2018/08/B_Website_Header.png Editor2018-08-27 22:40:372018-08-27 22:40:37Insight Selling Is The New Solution Selling