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Yes, there are several companies that have successfully implemented the Solution Selling model as described in 'The Challenger Sale: Taking Control of the Customer Conversation'. IBM is a notable example, which transitioned from selling individual products to offering integrated solutions. Cisco Systems is another example that has effectively used solution selling to provide comprehensive network solutions to their clients. These companies have managed to escape the pressure of being commodified by making it harder for competitors to replicate their offerings.
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Solution Selling is the shift from transactional sales of single products to creating bundled-offerings based on consulting. This model was driven by suppliers seeking to escape the pressure of being commodified by making it harder for competitors to replicate their offerings. Solution Selling has led to increased complexity and risk for the customers who increasingly seek consensus-based sales, demand customization, hire third-party consultants and shift a part of the risk to the supplier. This has made selling much more challenging than before. Top performers are incredibly valuable in Solutions Selling. In transactional-selling, the performance gap between average and star performers is 59%. In solutions selling, the gap widens dramatically to nearly 200%. The value in narrowing the performance gap halfway from good to great results in a 100% performance jump. Rep fall into five distinctive profiles - the Hard Worker, the Relationship Builder, the Lone Wolf, the Reactiv...
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How do you make your voice heard in a world of complex deals and risk-averse customers? How can you maintain control to ultimately win customer loyalt...
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