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Microsoft Dynamics Sure Step 2010 by Vincent Bellefroid, Chandru Shankar

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Solution selling concepts

In the previous section, we discussed what a company needs to do within its overall organization to become solution centric. We now shift our focus toward solution selling. We will see how solution selling not only helps the sales teams of these companies, but also how this approach ensures that the solution providers are helping their customers realize and maximize the value from their solutions.

Solution selling and driving due diligence are mutually dependent courses of action. While the former is a better process for the service providers' sales personnel, the latter is a better mechanism for the customers in their product selection process. So, when a service provider starts implementing solution selling, innately ...

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