The New Solution Selling, 2nd Edition

Preface

Solution Selling is the industry standard for sales execution process. Used by more than 500,000 sales professionals worldwide, Solution Selling provides the foundation of process and practices that can make “eagles” out of average sales performers.

Solution Selling has evolved to keep pace with the latest economic trends, business conditions, and the rapidly changing world of selling. In general, the pace of decision making in customers’ buying cycles has accelerated, driven by improved communications and global competition. Since the original Solution Selling book was first published, the world has seen the introduction of the Internet, the World Wide Web, advanced multichannel sales strategies, greatly improved telecommunications and ...