B2B small business takeaways. Well written controversial subject – recommended read for all in the B2B businesses.
Excerpt: Our article in the current issue of HBR, “The End of Solution Sales,” has created quite a stir among B2B sales professionals and pundits alike. While supporters see a fresh and accurate articulation of current challenges facing the profession — some even suggesting that we didn’t go far enough in declaring the end of the solution sales approach — detractors accuse us of everything from academic arrogance, to misrepresentation of current sales approaches, to cynical link baiting. As the saying goes, “The flak only gets heavy when you’re over the target.”