Continuing on the theme of the “Future of IT Sales” there was one thing which became abundantly clear during all my conversations with sales leaders — everyone sells ‘solutions’ yet defining what that really means was inconsistent at best.
It was used when talking about an individual product all the way to a more complex, pre-integrated bundling of multiple products (sometimes from multiple providers).
Exacerbating the problem even further is when a sales manager wants to change the behavior of its sales force and pushes them to sell solutions, yet pays them (sometimes very well) for selling just products.
The clear disconnect between what solutions actually mean to a provider versus a customer seems to be getting wider.
Continue reading at Gartner Guest Post: Selling Solutions Means What Exactly?
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