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 pipeline management involves generating, tracking and communicating with prospects to convert leads into paying ...

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 ...

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 ...

“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 ...

Success in sales is not just about charisma or closing techniques—it’s about understanding the psychology of your customers and guiding them through a structured process. Build trust and listen ...