May 2013
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TD Magazine

Sales Winners Sell Differently

Wednesday, May 8, 2013

For a better chance at closing the deal, connect, convince, and collaborate with your clients.

Here’s the basic calculus for solution sales: Pain + Diagnosis + Offerings as “Solution” = Win


That’s the most commonly employed sales approach. But there’s a problem: It’s not working anymore.

In fact, the Harvard Business Review recently published an article titled “The End of Solution Sales” written by the authors of The Challenger Sale. The authors co

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