There is a spectrum of selling from “brains for hire” to “commodity product”.  “Brains for hire” requires the “seller-doer” model where the selling professional has both subject matter expertise and services delivery expertise.  A typical example of this is the consulting partner at a management consulting firm. Solution selling is in the middle of this spectrum and requires consultative selling, yet not necessarily a “seller-doer” model.  In this post, we explore 10 attributes of services and solution selling.

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