This feels like a tactical problem. It's not. It's a strategy question. And the strategy involves the entire business and the products they choose to sell. Here's the difference: The right strategy makes any tactic work better. The right strategy puts less pressure on executing your tactics perfectly. It takes real guts to abandon a strategy, especially if you've gotten super good at the tactics. That's precisely the reason that switching strategies is often such a good idea. Because your competition is afraid to.
Landing the Deal looks at it from a salesperson's perspective here.