New Sales Research: What Sales Winners Do Differently

New Sales Research: What Sales Winners Do Differently:

After many months of significant effort, we launched What Sales Winners Do Differently this week. This report reveals data and insight from our in-depth sales research on what sellers do to win sales opportunities.
The results are both surprising and fascinating.
Where selling was just a few years ago, where it is today, and where it’s going: these are pretty hot, and hotly debated, topics.
Quite a few people, most notably the authors of The Challenger Sale, have declared the death of solution selling. You know an idea has gained mainstream credence when the Harvard Business Review publishes an article that takes a firm position on it. In this case, the article in the July-August 2012 issue was titled “The End of Solution Sales.”
No hedging in that title. Story over. The end.
We agree that sales is changing, but the question is how.
When we started this research, our goal was to find out what’s currently working in sales. Is solution selling really dead? If so, what should replace it? If not, since we know selling is changing, what do sellers need to do differently in order to find themselves in the winner’s circle more often?