Marketing Is Sales Support --Sherburne

The good news for you, though, is that there are tremendous resources available to help you make that transition. In fact, Googling “solutions selling” turned up nearly 50,000 hits. A similar search on Amazon yielded about 2,500 books. There are tons of resources available.

I recently spoke with an accomplished sales professional, who is giving back to the industry by sharing his solution-selling system. Patrick Morrissey is regional sales manager at EFI and was formerly vice president of sales for Creo Americas. After speaking at a couple of IPA events on the subject, IPA Executive Director Steve Bonoff approached him to see if he would be interested in working with IPA to create an online Solutions Selling course.