Could The iPad Kill Solution Selling?
The Apple iPad is seen by many as one of the decade’s greatest inventions. However it could become famous for another reason too – accelerating the demise of buyer pre-tender consultation with potential suppliers.
On our research portal, called Buyer-Seller Insights we have published an insight into how a much publicized failed purchase of 700,000 iPad’s in Los Angeles could accelerate the demise of Solutions Selling.
The story is just further evidence of an increasingly rigid approach to buying where there is zero tolerance for anything that could possibly me seen as being against the rules.
It may well shape the future behaviour of every salesperson’s and their prospects.
You can read the article by clicking here.