Assignment

From


  1. Selling product features and functions

  2. Getting engaged too late in the process with lower level stakeholders to influence the sales process

  3. Sales reps delivering memorized messaging to a prospect.

To


  1. Solutions selling through in-depth needs analysis and focus on solving customer challenges

  2. Establishing key relationships early on that have decision-making power

  3. Sales reps equipped to have an intelligent, consultative dialogue with a prospect