Moving on to Solution Sales
I am looking at a scenario, where, in the near future, the customer will start moving away from a vendor/product-based sales cycle to look at creating and buying platform services where one vendor’s product can effectively integrate with another vendor’s offering in creating a solution for the end customer. Products that can effectively create solutions with other products will see a lot of buyers.
The smarter the product portfolios available in the technology channel become, the smarter the sales person needs to be to sell them. What’s more, the smarter the sales person comes through, the smarter the buyer becomes. Moving to solution sales is in essence moving to a tactical marketing and sales process. To be adept at solution sales, the technology channel needs to ensure such a process will differentiate them from their competition.