Comments on: How We’re Killing Salespeople’s Careers—and How to Stop It http://www.itsma.com/ezine/killing-salespeoples-careers/ Marketing and sales insight, business results Mon, 30 Jan 2012 15:45:20 -0500 http://wordpress.org/?v=2.9.2 hourly 1 By: Chris Koch http://www.itsma.com/ezine/killing-salespeoples-careers/comment-page-1/#comment-3313 Chris Koch Tue, 15 Dec 2009 14:42:43 +0000 http://www.itsma.com/?p=4454#comment-3313 Hi Lynn, By that statement I meant that solutions have combinations of products, services, and customizations for customers' specific business needs. As a total package, solutions are more difficult to explain and sell than products mostly because of the services and customization components, which are not as concrete as products. Hope that helps! Chris Hi Lynn,

By that statement I meant that solutions have combinations of products, services, and customizations for customers’ specific business needs. As a total package, solutions are more difficult to explain and sell than products mostly because of the services and customization components, which are not as concrete as products. Hope that helps!

Chris

]]> By: Lynn Schumacher http://www.itsma.com/ezine/killing-salespeoples-careers/comment-page-1/#comment-3163 Lynn Schumacher Mon, 07 Dec 2009 20:51:38 +0000 http://www.itsma.com/?p=4454#comment-3163 Not sure I totally understand the statement " products being visible and immutable and solutions being invisible and nebulous." Enjoyed the article anyway. Not sure I totally understand the statement ” products being visible and immutable and solutions being invisible and nebulous.” Enjoyed the article anyway.

]]> By: Jacob Stoller http://www.itsma.com/ezine/killing-salespeoples-careers/comment-page-1/#comment-2748 Jacob Stoller Mon, 09 Nov 2009 13:30:43 +0000 http://www.itsma.com/?p=4454#comment-2748 This is an excellent post, and I say that as someone who worked in B2B software sales for many years, and then became an independent writer. Consultative salespeople have to earn the right to question decision makers about their business problems. This is not an easy task. Marketing's most helpful role here is not to position products, but to provide useful insights on issues that it's the decision maker's job to be current on. This is especially true in the software world, where decision makers have to worry about a host of other factors other than software, such as training, change management, redeployment of staff, alignment with other initiatives, etc. This is an excellent post, and I say that as someone who worked in B2B software sales for many years, and then became an independent writer. Consultative salespeople have to earn the right to question decision makers about their business problems. This is not an easy task. Marketing’s most helpful role here is not to position products, but to provide useful insights on issues that it’s the decision maker’s job to be current on. This is especially true in the software world, where decision makers have to worry about a host of other factors other than software, such as training, change management, redeployment of staff, alignment with other initiatives, etc.

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