We wan't our site to be a great place to learn about selling and sales management. When we find great content from other sources than ours, we will share it with you here. That way, there is just one great place for you to visit, when you are looking for sales inspiration and learning tools.
At ARPEDIO we embrace The Challenger Sale methodology.
One of the articles from CEB describes how Solution Sales has come to an end.
In order to find out what high-performing sales professionals (defined as those in the top 20% in terms of quota attainment) do differently from other reps, Corporate Executive Board conducted three studies. In the first, we surveyed more than 6,000 reps from 83 companies, spanning every major industry, about how they prioritize sales opportunities, target and engage stakeholders, and execute the sales process.... (continued)
The article is found in full length on the Harvard Business Review and is written by Brent Adamson, Matthew Dixon, and Nicholas Toman.