Is Solution Selling Dead or Is It Just Misunderstood?

I’ve been keeping up with the attacks on solution selling during the past few years.

I decided to dig a bit more deeply into those assertions and found a discrepancy between what is being portrayed as solution selling and Solution Selling®, the sales performance improvement intellectual property of Sales Performance International. (Note: SPI subscribes to ES Research Group’s research.)

My July/August column in Sales and Marketing Management magazine sheds some light on both modes of solution selling, and why there may be a misunderstanding out there in the sales training community.

No matter which side of the argument you’ve taken, I trust this column will establish the facts for any further debate.

By the way, you can subscribe to the print version of S&MM here.  If you do, use my priority code:  DSEN