image
image

The 40-Year Solution Selling Echo Chamber

Larry Ellison, CEO of Oracle, says, “The only way to get ahead is to find errors in conventional wisdom”.  If you are a B2B sales executive trying to “get ahead” of your competition, Mr. Ellison offers some good advice.  As you race to establish your business advisor credentials with executive-level decision makers, you may discover that your commonly used sales methodology doesn’t work very well with the unique executive persona and decision mindset.  Is there an opportunity to “find errors” in conventional wisdom by adapting your sales methodology and separating yourself from the crowd?

One of the most universally accepted sales methodologies goes by the label “solution selling” or some variant of that theme. For over forty years the merits of the solution selling sales methodology have been passed down through three generations of sales professionals, from Boomers to Gen-Xers and now on to Millennials.  This solution selling “echo chamber” has been reverberating for nearly a half century within the sales and marketing profession, self-reinforcing the selling behaviors of its devotees and punishing the occasional deviants who may have strayed off the ranch from time to time.  Suffice it to say, solution selling is as “conventional wisdom” as it gets in the sales profession.

Read More »