There's a revolution underway in sales. Sales approaches that have been working for decades are no longer getting the same results. With publications such as Harvard Business Review declaring, "The End of Solution Sales," we wanted to know if this is true or not, how selling is changing, and what sellers need to do to maximize their success. To find out, our friends at RAIN Group posed this question: "What are the winners of actual sales opportunities doing differently than the sellers who come in second place?" RAIN Group studied more than 700 business-to-business purchases made across industries by buyers who represented a total of $3.1 billion in annual purchasing power. They found that the sellers who win the sale don't just sell differently, they sell radically differently than the second-place finishers. Todd and I asked Mike Shultz, the CEO or RAIN, to come and share with us what they learned.
