THE TRADITIONAL SOLUTION SALE IS NO LONGER EFFECTIVE.
The traditional Product and Solution Seller increasingly fails to meet the MINDSET of modern BUYERS. The established tried and tested sales methods limit the performance and profitability in today´s markets. The findings of Forrester Research clearly illustrate that in the context of BUSINESS TRANSFORMATIONS, it is also mandatory to REALIGN the existing sales methodology with new sales roles and skill sets. The shifted expectations of Today´s BUYERS and their motified CODE OF BEHAVIOUR call for new concepts, tools and contents in Buyer 4.0 aligned sales conversations.