KONA vs Solution Selling (Korn Ferry / Miller Heiman): Comparison

Solution Selling vs KONA

Where Solution Selling is strong

• Strong discipline around uncovering and quantifying pain before pitching solutions
• Long enterprise pedigree, particularly in complex technology and services sales
• The pain-to-vision logic is foundational and widely respected
• Now sits inside the Korn Ferry/Miller Heiman family — gives it corporate scale and brand recognition

Where KONA wins

• Founder-led vs corporate portfolio. Solution Selling now sits inside a large, multi-brand corporate portfolio (alongside Miller Heiman’s other methodologies) — clients often get whichever consultant is available rather than a specialist who built the content. KONA is founder-led and practitioner-delivered.
• Refreshed case studies vs dated tech-sales scripts. The framework can feel dated in language and case examples for teams outside classic enterprise tech sales; KONA rebuilds case studies and terminology around the client’s actual industry (FMCG, logistics, resources, automotive, finance, aged care) rather than porting a generic tech-sales script.
• DISC + pain diagnosis. KONA pairs pain-diagnosis questioning with DISC-based delivery and ongoing coaching (GROW model), rather than treating the methodology as a one-time workshop topic.
• ANZ-localised. KONA’s 25 years of ANZ delivery means the examples, language, and facilitator knowledge reflect how Australian and New Zealand B2B buyers actually respond to pain-to-vision conversations.

Detailed Comparison

1. Who delivers: founder-led specialist vs assigned consultant Solution Selling is now one methodology inside a large corporate portfolio. When you engage, you get whichever consultant is available. KONA’s programs are designed and delivered by the people who built the IP — Garret Norris and the senior facilitation team.
2. Case studies: your industry vs generic tech-sales Solution Selling’s examples are rooted in classic enterprise technology sales. If you’re selling FMCG, logistics, industrial equipment, or financial services in ANZ, those examples don’t land. KONA rebuilds every case study around your industry and your actual buyers.
3. DISC integration: pain diagnosis + behavioural tailoring KONA pairs the pain-to-vision questioning logic with DISC profiling, so the way a rep diagnoses and presents a solution flexes to the buyer’s behavioural style. Solution Selling’s framework doesn’t address buyer personality.
4. After the workshop: GROW coaching vs workshop-then-leave KONA follows the workshop with GROW-model coaching, reinforcement sessions, and interim sales leadership if needed. Solution Selling, as typically delivered, is a workshop topic — the reinforcement is up to you.

Verdict

Choose Solution Selling if: You’re a large enterprise technology or services company with an internal L&D team that can take a licensed methodology and reinforce it internally.

Choose KONA if: You’re an ANZ B2B organisation outside classic tech-sales that wants pain-to-vision methodology delivered with localised case studies, DISC-based tailoring, and built-in coaching — by the people who built the program.

FAQ