There are so many different selling techniques. I've personally been trained in Solution Selling and Challenger Selling. Full disclosure, I love Solution Selling, but hate challenger selling. I've also read SPIN Selling and then I noticed that a lot of them are similar, but they are all geared towards salespeople.
But Solution Selling was introduced a long time ago. Some say in the 70s, but I don't have a source for that. Since then, solution selling evolved into Value Selling, and now the latest iteration is Insight Selling.
My guest, Sherri Mazza, is writing a book on. Most books are geared towards Sales, but Sherri is focusing on Solutions Engineers. Will will dig into her history, and present and the book itself.
show notes: https://wethesalesengineers.com/show311
We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers