Is Your Sales Team Struggling to Sell Solutions?

One of the most common concerns expressed by CEOs about their sales organization is that they aren’t consultative enough and that they need to do a better job of selling solutions. In fact, global spending in the IoT market is projected to surpass $1 trillion by 2024, and the research think tank Gartner highlights that a critical factor for success in this market will be a “well-trained consultative sales organization.” But, the approaches for consultative selling and the solution sale have been around for four decades. So why hasn’t the shift to selling solutions happened already? The author outlines three primary reasons and explains why it’s more a leadership issue than a sales issue.