New Solution Selling

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What Hacker News says

• mindcrime · Mar 2, 2023 · Recommends

  …point of fact, there are a lot of books on this topic. I'd suggest you consult The Four Steps to the Epiphany by Steve Blank, the series by Jeff Thull that begins with Mastering The Complex Sale, and The New Solution Selling by Keith Eades. As for some specific, tactical gambits you can use, here's one I've gotten some mileage out of: browse LinkedIn for people who used to work for companies you want to find out more about.…

  on “Ask HN: How do you get companies to talk to you about their problems?” ↗
• rgrieselhuber · Feb 18, 2009 · Recommends

  …time, practice and lots of mistakes. As a tech person learning how to sell in the last year, I've made many mistakes and learned a lot. Aside from on-the-job experience, one book that I recommend is The New Solution Selling. This is probably more applicable in the enterprise sales world (where I do most of my work), but it's a fantastic place for tech people to start.

  on “Tech people can't sell” ↗
• mindcrime · Feb 22, 2011 · Recommends

  …from Quora: http://www.quora.com/What-are-good-or-classic-books-on-selli... I asked around the sales crew here at my $DAYJOB about this a few days ago, and heard good things about SPIN Selling and The New Solution Selling, FWIW. Sales people also always seem to cite Cialdini's Influence.

  on “Ask HN: Best book on selling?” ↗
• aik · Dec 26, 2012 · Recommends

  Few books from this year: The New Solution Selling -- The first sales book I ever read and extremely enlightening. It demystified much of the sales process for me. The Intelligent Investor -- Timeless ideas on investing. Steve Jobs -- I had no intention…

  on “Ask HN: Best books you read in 2012” ↗
• rgrieselhuber · Feb 19, 2009 · Recommends

  …a SaaS company, so this sounds like good advice. From an operations perspective, I am making use of as many tools / process automation as possible. I mentioned it in another thread, but the book "The New Solution Selling" does a great job of outlining the benefits of a strong sales process.

  on “What I've learned about selling (as a developer)” ↗
• mindcrime · Sep 17, 2015 · Recommends

  I'm a fan of The Challenger Sale, The New Solution Selling and all three books by Jeff Thull: Mastering The Complex Sale, Exceptional Selling and The Prime Solution. I really like Thull's approach, especially his "always be leaving" mindset, as opposed to…

  on “Ask HN: Best books or videos to get better at sales?” ↗
• claforte · Feb 9, 2018 · Recommends

  I recommend Solution Selling or The New Solution Selling. I was an engineer with limited sales experience and it gave me a good base for enterprise sales. But I'd advise you try your best to shortcut the long and complex sales cycle unless you have lots of…

  on “What is an MVP for a B2B startup?” ↗
• mindcrime · Jun 21, 2023 · Recommends

  …wanted to hear, to avoid conflict, or for all of the other reasons people tell "innocent lies". My advice would be to take a few days, read The Mom Test and The Four Steps to the Epiphany and maybe The New Solution Selling and then spend some time pondering what to do.

  on “Quit or keep pushing? Looking for advice” ↗
• mindcrime · Jun 11, 2013 · Mentions

  …Chasm - Geoffrey Moore - re-reading this one The Prime Solution - Jeff Thull - 3rd Jeff Thull book on selling that I've read lately, and I'll probably reread the entire series when I finish this one The New Solution Selling - re-reading this - can you tell I'm starting to try and move into sales? Selling to VITO - more sales stuff. How to Create A Mind - Ray Kurzweil Godel, Escher, Bach - Douglas Hofstadter - set this…

  on “Ask HN: What book are you reading?” ↗