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” ...

Integrity Solutions is outlining how consultative sales training works and why the approach focuses on understanding customer needs before discussing products, services, or potential solutions. ...

Integrity Solutions is providing guidance on what organizations should understand about custom sales training and how a ...

Salespeople's motivation is the essential factor in value-based selling—the process of presenting a product or service in terms of the value it creates for customers—especially when the value ...

Digital transformation is no longer a competitive differentiator for organizations — it’s a necessity. This presents a huge opportunity for the technology companies that sell these digital ...

It must be that time of year, but recently I’ve gotten a number of queries from thoughtful executives: “Dave, we need to transform the way we sell from product to ...

Customers are overwhelmed with the data noise and need a single pane of glass to track application performance. Our customers want the ability to see where across the stack their problem is occurring ...

We’ve long known (whether we use it or not) about the “sales process.” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities ...