http://changeforge.disqus.com/Applying technology smartly, engaging change considerately and motivating people genuinely.enTue, 20 Apr 2010 21:45:14 -0000http://changeforge.com/prospecting-solution-sales-part-2-of-2/#comment-45758772<p>Alex, I'm glad this content proves useful for you. Jeff Pitney, now the owner of Branch Office Solutions (<a href="http://BOSPrint.com" rel="nofollow noopener" target="_blank" title="BOSPrint.com">BOSPrint.com</a>), wrote this a good while back, but its principals still hold so very true. Good selling!</p>ChangeForge | Ken StewartTue, 20 Apr 2010 21:45:14 -0000http://changeforge.com/prospecting-solution-sales-part-2-of-2/#comment-45458390<p>Hi Ken, we are always looking to continue to develop our Solution / Consulting approach. It is reading articles like this which helps us do that, which is why I am going to suggest internally that we start to ask more questions around the billing / invoicing and account management, as you have suggested. I recently had a meeting with a prospective client who likes the equipment and service from their current supplier but their billing and handling of service calls / consumables is so poor that they are actively looking to change supplier as soon as possible. I doubt they are alone!</p>Alex Hutchinson - TBA GroupMon, 19 Apr 2010 03:45:21 -0000