Emergic: Rajesh Jain's Blog

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3S Model for Sales – Part 2

June 8th, 2012 · 1 Comment

Solve Once in, the focus has to be problem solving. There is a need to clearly understand the challenges the enterprise (buyer) is facing, and then position the atomic units into a whole solution. As someone put it, “pitch the hole, not the drill.” People buy solutions, not products or services. They want solutions to […]

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