Best Practice Report

Mapping Competencies: Solution Specialist

January 7th, 2019

Summary

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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