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" ... Companies invest massively in product enhancements and service improvements. Forward-thinking Sales leaders need to do the same for their sales team. Most organizations send their salespeople to training for a few days and expect them to emerge using a fundamentally different sales approach. This is the equivalent of sending someone to golf camp for a weekend and expecting them to compete on the PGA tour. At its core, selling consultatively and selling solutions is a sophisticated communication discipline employing a set of flexible practices. It is very challenging to learn the subtlety and nuances of this higher level of selling, even for talented salespeople. ... "