Management Strategies — Secrets to Solution Selling

Changing a company’s culture from one that is selling transactionally (quoting a job, being awarded the job and then delivering it) to one that is actively generating new opportunities by demonstrating ways to increase sales or reduce costs, usually presents the greatest challenge.

Success can be achieved in a number of ways. The most effective approach is to target a specific industry segment (vertical market) of which you have a thorough knowledge and understanding. Analyzing your best clients and their industries is a great place to start. If your establishment is like most, you will find that you have an affinity for specific vertical markets such as financial services, insurance, pharmaceuticals, or travel and leisure.