Wednesday, July 13, 2011

The Big One: Offer a Solution

To sell a big deal, you need to find a match between the customer’s problems and your company’s products and services. Generally, bigger problems are solved with a bundled offering providing an end-to-end solution.

Selling an established solution is easier than selling a brand new concept. Prior sales offer proof of your expertise, making it easier to open doors and start conversations with potential customers.

More on "The Big One" next Monday.

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