SCENARIO: You're calling on a prospect that's been experiencing a series of problems for several years. They've tried several times to fix those problems but have not been successful. Your sales ...

Lori Greiner is a former Shark Tank panelist now known as the "Queen of QVC" for her show Clever And Unique Creations. In nearly every episode, she talks about products that solve a problem. This ...

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” ...

Opinions expressed by Entrepreneur contributors are their own. Transforming your team’s approach to sales requires a shift from just pushing products to creating genuine connections with people. And ...

Today it is almost impossible to meet a product salesperson in the business-to-business sector. Everyone sells ‘solutions’ in the hope they can charge a premium or perform some miracle that will ...

Opinions expressed by Entrepreneur contributors are their own. Not all products or services are created equal in terms of the strategy you use to sell them. And, not all customers are created equal, ...

A career in sales can be difficult yet rewarding. Those interested in a sales career have numerous choices regarding the types of products to sell. Likewise, businesses engaged in selling products ...

Some sales approach methods have stayed the same over the centuries because of proven success. Others fall out of general favor, but might still work with certain customers. There are many sales ...

The folks at Harvard Business Review know a few things about magazine publishing. They have been holding their own in today’s tough circulation and ad sales environment, most recently increasing ...

Now what does that title mean to you? Recently I spoke at a major software vendor’s partner and client conference and a few weeks later I received an email from one of the attendee’s suggesting I ...