How well equipped is your sales force to sell complex technology-based solutions? Shifting sales to a solutions orientation typically involves a rash of changes in everything from compensation and coverage to training and tools. In other words, it ain’t easy! But sales is where it all comes together, so if the sales force isn’t ready, the best solutions in the world will just sit on the shelf.

This ITSMA briefing highlights the most difficult challenges that sales people themselves identify and provides specific recommendations in three critical areas in which marketing organizations can improve support for selling solutions:

• Sales Tools
• Sales Support Systems
• Selling Skills

The briefing includes examples from Avaya and Cap Gemini Ernst & Young as well as tips for getting started in improving sales support for solutions.

This briefing is especially useful for marketers involved in solutions development, promotion, and sales support, as well as business development and sales people charged with increasing solutions revenue.