In the previous section, we discussed what a company needs to do within its overall organization to become solution-centric. We now shift our focus towards solution selling. We will see how solution selling not only helps the sales teams of these companies, but also how this approach ensures that the solution providers are helping their customers realize and maximize the value from their solutions.

Solution selling and driving due diligence are mutually dependent courses of action. While the former is a better process for the service providers' sales personnel, the latter is a better mechanism for the customers in their product-selection process. So, a good solution selling process aids the solution provider while innately assisting the customer and ensuring a thorough due diligence process, which in turn sets the stage for a good solution delivery process. Granted that there will always be the likelihood of the process being skewed towards the product that the solution...