Best Practice Report

Mapping Competencies: Solution Specialist

January 7th, 2019
Mike Pregler, null
Mike Pregler


In B2B sales, solution specialists are uniquely positioned to bring insights into sales conversations that might not be immediately obvious to others. A solution specialist supports the sales team by providing expertise on a subset of products or services in buyer-facing interactions. Through their deep understanding of an offering’s technical aspects, they often make the difference between a won deal and a lost deal. This report defines basic, intermediate, and advanced competencies for the two core disciplines of the solution specialist role.

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