Is Solution Selling Still the Right Approach for Managed IT?

By Collabrance, a GreatAmerica Company: Solution selling isn’t a new concept. The problem-based methodology gained popularity in the 1980s and has remained a classic sales blueprint since – for good reason! It’s a simple formula built around identifying a prospect’s needs and recommending products and services that will benefit their business on a “big picture” scale.

In this model, the salesperson becomes an indispensable resource – someone who can help the customer identify, understand, and solve their problems. (If you need a deeper explanation of solution selling, you can find it here.)

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About GreatAmerica

GreatAmerica is a $2 billion national commercial equipment finance company dedicated to helping manufacturers, vendors, and dealers be more successful and keep their customers for a lifetime. Incorporated in 1992, GreatAmerica has a staff of over 500 employees. It is headquartered in Cedar Rapids, Iowa and has offices in Minnesota, Georgia, and Missouri. We provide financing and consulting services in all fifty states and some U.S. Territories.