by Tris Brown | Feb 21, 2026 | Solution Selling
Focus on the Right B2B Buyers in 5 Research-Backed StepsIn B2B solution selling, revenue and win rate do not increase from chasing more prospects. Trying to be all things to all people dilutes focus, value, and differentiation. Profitable growth comes from targeting... 
by Tris Brown | Jan 31, 2026 | Solution Selling
How to Win a Competitive Sales SituationIn a competitive sales situation, some approaches matter more than others. It is rarely as simple as having the superior offering. Business sales training research tells us that buyers are more informed, under intense pressure... 
by Tris Brown | Nov 30, 2025 | Solution Selling
How Effective Sales Training Changes Selling Behavior — and Drives Measurable Revenue Impact Sales training is often mistakenly treated as a knowledge transfer exercise. New sales frameworks are introduced, sales skills are demonstrated, and sales teams leave... 
by Tris Brown | Oct 31, 2025 | Solution Selling
How to Overcome Customer Indecision: Practical Strategies That Move Deals ForwardCustomer indecision increases sales cycle time, drains resources, and frustrates sales teams. Even well-qualified prospects armed with clear pain points can stall. Buyer hesitation is... 
by Tris Brown | Sep 30, 2025 | Solution Selling
How to Leverage Board Members for High Quality Sales ReferralsSecuring high-quality sales referrals from board members with strategic networks can make or break your sales strategy. When activated properly, board connections can open doors to decision-makers that...