by Tris Brown | Mar 27, 2025 | Solution Selling
The Top 6 Most Effective Sales Closing StrategiesWe know from sales management training that when your prospect is clearly ready to buy, that top solution sellers do not wait to ask for the sale because they know not to risk opening the door for a competitor or... 
by Tris Brown | Feb 28, 2025 | Solution Selling
Why It’s Hard to Sell Solutions – And What to Do About ItIt’s hard to buy solutions, and it’s hard to sell solutions. Selling solutions — especially complex solutions — is getting tougher, and it’s not just because of increased competition. According to Worldwide... 
by Tris Brown | Jan 31, 2025 | Solution Selling
How to Handle Increased Sales CompetitionWe know from leadership simulation assessment data that sales competition is fierce. Sales leaders tell us that markets are crowded, buyers are more informed, and the rate of innovation is increasing. They also tell us that... 
by Tris Brown | Dec 11, 2024 | Solution Selling
How to Not Get Surprised in Final Sales MeetingsAfter a successful sales discovery process with a buyer, it is common to have a final sales meeting to present your agreed upon solution to a buying committee. The final sales meeting typically occurs at the end of the... 
by Tris Brown | Nov 27, 2024 | Solution Selling
Key Sales Leadership Skills to Drive RevenueSales leaders play a pivotal role in driving profitable revenue. When effective, sales leaders act as the bridge between corporate strategy and frontline sales strategy execution. Mastering key sales leadership skills... 
by Tris Brown | Oct 31, 2024 | Solution Selling
The Buyer Research Phase: How to Best Move a Sale ForwardWe know from business sales training participants that the majority of B2B solution buyers do research before making a buying decision. According to Gartner, 75% of B2B buyers even prefer a rep-free sales...