Buyer behavior has changed the marketplace, and sellers must adapt to survive The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the definitive guide to the new reality of sales. The roles of buyers, sellers, and technology have changed, and collaboration is now the key...

A new sales environment -- A focus on solution-centricity -- The solutions bandwagon -- Common reactions to performance problems -- Solution-centric concepts and principles -- The emergence of pseudo-solutions -- Beyond solution selling -- A practical framework to drive performance improvement...