If you read the Harvard Business Review, you'll know "solution selling" (popular as a sales strategy from the 1990s) isn't as effective as it used to be.
In the Business-to-Business (B2B) buying environment, things have changed so much over the last few years; older sales and marketing methods have "gone over the cliff" when it comes to being able to generate lead flow, identify profitable opportunities and shorten the buying cycle.
So, if your sellers are sitting at their desks with heads in their hands, they may be experiencing "Sales Despair".
- They are demoralised
- They wonder why nothing works
- Or, they're reading Facebook
- Or, they're trading bitcoin
...anything to get their minds off how they can't win business from new customers ( - and generating growth).