Rating: 
Summary: Keeping up-to-date with the evolving world of selling
Review: "The New Solution Selling" is a long overdue update to the proven Solution Selling sales process. Originally developed in the 1980's, Solution Selling has evolved considerably to keep pace with the latest market trends and business conditions. In general, the pace of decision-making in customers' buying cycles has accelerated, driven by improved communications and global competition. Since Solution Selling was first developed, the world has seen the introduction of the Internet, the World Wide Web, advanced multi-channel sales strategies, greatly improved telecommunications and computing productivity tools, and emerging international markets.Especially in the last few years, during the most recent global recession, the behaviors required for sales professionals' success has changed. The New Solution Selling contains numerous refininements that address these requirements, while never losing the essential models that make sales execution process work. Some of these refinements include: • New techniques for winning competitive opportunities: Earlier versions of Solution Selling emphasized the value of finding latent sales opportunities. The New Solution Selling retains this important concept, but also includes techniques for competing effectively in already active opportunities: Opportunity Assessment, Competitive Strategy selection, and Vision Reengineering for multi-person sales calls. • Strengthened process orientation: The New Solution Selling emphasizes the value of a repeatable, integrated sales execution process. In particular, this update integrates pipeline milestones throughout each phase of the selling process. The result is sales behavior that is more consistent, coach-able, and which produces higher quality forecasts. • Tighter process integration: The New Solution Selling contains no technique or tool that does not help salespeople to propel the sales process forward. The integration and dependencies of the entire Solution Selling process has been streamlined, eliminating any redundant or unnecessary step, scalable to the complexity of the sales opportunity. • Improved pre-call planning: In today's economy, no sales call can be taken for granted. The New Solution Selling includes new tools for improving pre-call planning and research. • Improved focus on value: The New Solution Selling includes models for communicating value in each step of the selling process with practical tools for identifying and expressing quantifiable and measurable value to the customer - an essential differentiator in today's sales environment. • Linking sales to implementation/customer service: The New Solution Selling includes enhancements to incorporate the implementation of the solution adopted by the customer, thus providing a smooth transition between the close of the sale and the delivery of the solution's value. • Improved scalability: The original Solution Selling was designed for complex sales opportunities. The New Solution Selling is still an excellent process for managing sophisticated sales campaigns, but it also can be adapted for simpler sales transactions. The New Solution Selling has been tailored for mid-market and small business opportunities, as well as for integrated telemarketing and telesales processes, with great success. All tools and techniques contained in The New Solution Selling keep scalability in mind, making the process much more flexible and adaptable to multiple sales situations. • Improved linkage to sales management process: The New Solution Selling is completely integrated with supporting sales management tools, enabling field sales managers to effectively assess and coach their sales teams, using the common framework of Solution Selling principles. In short, The New Solution Selling is an important update of a proven, field tested sales execution process, made relevant to overcoming today's selling challenges. Tim Sullivan
VP, Product Marketing and Development
Sales Performance International
Rating: 
Summary: Or get the update from Mike himself
Review: As a sales exceutive who has implemented the Solution Selling tm process in three companies, I can only agree with the previuos reviewer. Skip this rip-off and read Mike Bosworth's REAL sequel, Customer Centric Selling.
Rating:
Summary: Easy read!
Review: Finally a version of solution selling that is not condesending. Keith takes a different approach to Solution Selling that is very conversational, talking to the reader, not "at" the reader. I found that this is a book where you can take a yellow marker and capture important pointers that can be used in the sales process. Different than the original Solution Selling (and Customer Centric Selling for that matter)where they were much more like a text book. I like how he took the orignal Solution Selling thoughts (excellent ones might I add) and updated it to include many of the needed tools for modern day selling. If you are a Solution Selling customer now, READ IT and live it! If you are not a current Solution Selling customer you may want to read it for the excellent ideas, suggestions and data Keith presents to enhance your sales abilities and sales process.
Rating:
Summary: Easy read!
Review: Finally a version of solution selling that is not condesending. Keith takes a different approach to Solution Selling that is very conversational, talking to the reader, not "at" the reader. I found that this is a book where you can take a yellow marker and capture important pointers that can be used in the sales process. Different than the original Solution Selling (and Customer Centric Selling for that matter)where they were much more like a text book. I like how he took the orignal Solution Selling thoughts (excellent ones might I add) and updated it to include many of the needed tools for modern day selling. If you are a Solution Selling customer now, READ IT and live it! If you are not a current Solution Selling customer you may want to read it for the excellent ideas, suggestions and data Keith presents to enhance your sales abilities and sales process.
Rating:
Summary: Comprehensive and Actionable
Review: Great book, I highly recommend it. Here are some of the points I liked: 1) Provides actionable steps to take
2) Provides a detailed process from buyer's and seller's perspective
3) Covers just about every scenario in a complex buying/selling situation.
Rating: 
Summary: The New Solution Selling
Review: I'll give credit to Keith Eades (author) for updating Bosworth's Solution Selling. He however fails to give credit for Bosworth's original concepts which he updates in his book and intimates they are his own. Note that Bosworth did include references, giving credit to the development of his concepts for Solution Selling to other authors. Yes it's a rehash but it does contain more contemporary information than Bosworth's 1994 book; it may also be a better buy than the original if you are just discovering Solution Selling 10 years after the original was printed. BTW: Phillip G. Ryan is listed in Eades' book with a quote. Something tells me his amazon review of this book might be biased (ya think?)!
Rating:
Summary: Solutions that work.
Review: In my business humor book, "A Job Ain't Nothing But Work," I made a joke about everyone selling solutions these days. "My wife won't give me any. Got a solution for that?" But in the new book "The New Solution Selling," solutions are all business. It begins with a clear definition of what a solution selling is: "a system of methods that includes tools, job aids, techniques, and procedures that help salespeople and sales teams navigate the selling steps that close more sales faster." After this clear definition is given, author Keith M. Eades, founder and president of Sales Performance International and Solution Selling Inc, uses his expertise in sales for teaching the reader the necessary steps of selling, including pre-planning, cold calling, and the very important closing of the deal. "The New Solution Selling" is not your run of the mill business book that typically renames and regurgitates business practices that have been in place for years. Instead, the book not only gives valuable information on the sales process but it also gives reliable examples. This includes sample pre-calling letters, thank you letters, and letters that ask for more business. Examples can be put into place immediately after reading the related chapter. It is perfect for the salesperson looking to penetrate the Fortune 500 market. The book addresses major issues in the sales world, including what to do when your top salespeople are promoted to management, how to respond when you're not the first in line, and how to identify and respond to the pains your customers are facing. Having graduated from business school and worked in sales for a number of years, I can tell you that this book is the real deal. It has found a permanent place on my business book shelf right next to "Who Moved My Cheese?" and "The 7 Habits of Highly Effective People." This is the kind of book that should be on college campuses all across America. It is a very informative and easy to follow book that every salesperson should own.
Rating:
Summary: Solutions that work.
Review: In my business humor book, "A Job Ain't Nothing But Work," I made a joke about everyone selling solutions these days. "My wife won't give me any. Got a solution for that?" But in the new book "The New Solution Selling," solutions are all business. It begins with a clear definition of what a solution selling is: "a system of methods that includes tools, job aids, techniques, and procedures that help salespeople and sales teams navigate the selling steps that close more sales faster." After this clear definition is given, author Keith M. Eades, founder and president of Sales Performance International and Solution Selling Inc, uses his expertise in sales for teaching the reader the necessary steps of selling, including pre-planning, cold calling, and the very important closing of the deal. "The New Solution Selling" is not your run of the mill business book that typically renames and regurgitates business practices that have been in place for years. Instead, the book not only gives valuable information on the sales process but it also gives reliable examples. This includes sample pre-calling letters, thank you letters, and letters that ask for more business. Examples can be put into place immediately after reading the related chapter. It is perfect for the salesperson looking to penetrate the Fortune 500 market. The book addresses major issues in the sales world, including what to do when your top salespeople are promoted to management, how to respond when you're not the first in line, and how to identify and respond to the pains your customers are facing. Having graduated from business school and worked in sales for a number of years, I can tell you that this book is the real deal. It has found a permanent place on my business book shelf right next to "Who Moved My Cheese?" and "The 7 Habits of Highly Effective People." This is the kind of book that should be on college campuses all across America. It is a very informative and easy to follow book that every salesperson should own.
Rating:
Summary: So what's "New"?
Review: It's a re-write of the original classic by Michael T. Bosworth. It's the same old information in the same old format. The only "new" thing is the case study thread has changed. Why waste your time reading a knock off when you can read the original book by the ACTUAL creator of the material. Does this author have no morals? How can you regurgitate someone else's ideas and get away with it? In school you get an "F" for plagiarism. In the business world you should lose your credibility when passing someone else's work off as your own! If you are going to buy a book on Solution Selling, why not buy the original/classic version by the man who invented it. The process is great it works well, but I would not waste my money on a "new" version that has NO NEW CONTENT.
Rating:
Summary: Oh, come on, a review from the authoring company???
Review: Just finished "The New Solution Selling," and felt like I had a fast course in the latest sales methodologies used by leading global companies. But what's great about this book is its readability, rich with anecdotes and practical examples. (The old Solution Selling book was dry and a tough read.) From a substance standpoint, "The New Solution Selling" adapts a classic approach to sales for use by smaller enterprises as well as firms that are not in high-end, high tech. This is how to find out where the selling business is headed.
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