Sales 2.0

MARCH 6, 2024

According to recent research from SalesLoft best-performing senior salespeople (like Account Exectuives) need to self-source around 48% of their pipeline–rather than having leads come from a sales development rep (BDR, SDR etc.) You can’t just show up to a meeting and ask questions (“solution selling”).

Lead Rank 195

Lead Rank Lead Scoring Leads Marketing Qualified Lead 195

Marc Wayshak

JULY 16, 2021

Years ago, a term came along that has since become a ubiquitous buzzword in the world of sales : solution selling. I can’t tell you how many salespeople tell me, “I use solution selling” or “My focus is on being a solution salesperson.” This is central to solution selling.

Solutions Selling 118

Solutions Selling Objections Call-back Decision Maker 118

No More Cold Calling

JUNE 22, 2017

Is Your Solution Selling Strategy Working? Based on my experience with thousands of solution selling training program participants, here are a few signs that your B2B sales strategy needs a review and re-work: Lagging Growth: You are not growing as fast as your competitors or your industry. By Tris Brown.

Account 291

Account Strategy Ideal Customer Profile Hiring 291

Hubspot Sales

JANUARY 30, 2024

Salespeople say that a change in the sales field that has had the biggest impact on their role is that selling has become more focused on presenting a solution than pitching a product or service. They prefer to gather information themselves before speaking to a human when researching a brand or product. Why the change?

Trends 88

Trends Social Media Lead Rank Lead Scoring 88

Bernadette McClelland

JANUARY 1, 2023

His research over three years showed that behind any addiction is a feeling of isolation and inability to connect in a meaningful way with others. I’d like to invite you to download your complementary copy of ‘How StorySelling will Kick Solution Selling’s Butt’ by clicking here.

Face-to-face 195

Face-to-face Negotiation Research Channels 195

Mindtickle

NOVEMBER 2, 2023

Increasingly, top sellers are adopting a more effective approach: solution selling. Those who do are able to present bespoke solutions that solve their customers’ unique challenges. In this post, we’ll explore what solution selling is, when it’s used, and how it differs from other selling approaches.

Solutions Selling 59

Solutions Selling Ideal Customer Profile Sales Methodology Consultative Selling 59

Gong.io

DECEMBER 19, 2022

This is one of the major ways that value selling differs from solution selling. Value selling and solution both acknowledge that buyers are trying to solve a problem. While value-added selling focuses on the buyer’s needs, solution selling focuses on your product’s features. Research buyers.

Ideal Customer Profile 90

Ideal Customer Profile Lead Rank Lead Scoring Buyer Persona 90

Alice Heiman

JANUARY 6, 2023

Dr. Dover’s research credentials shine as he dives into the data to unravel the paradox. He does not mince words – the old methods of solution selling have stopped working. It’s time to unlearn sales tactics that start with ‘tell me your problems’ followed by ‘let me convince you that my solution solves them.’

Lead Rank 138

Lead Rank Sales Methodology Promotion Quota 138

Hubspot Sales

JANUARY 29, 2024

Conduct some research to get a sense of who your prospect is, their role at their company, what their business does, and what their organization is up to. In doing so, you might immediately sell yourself too short or read as shifty. Get personal when researching prospects — really let them know you did your homework."

Remedy 77

Remedy Software Software Up-Sell 77

Partners in Excellence

DECEMBER 8, 2019

Recently, I read an article, “ What’s Wrong With Solution Selling.” ” It was the result of deep research into the performance of organizations with solution selling approaches and those with transactional selling approaches. There were some interesting aspects of the research.

Comparison 62

Comparison Solutions Selling Relationals Consultative Selling 62

Understanding the Sales Force

JULY 20, 2012

Understanding the Sales Force by Dave Kurlan I was asked to comment on an article called The End of Solution Selling , which appeared in Harvard Business Review. The End of Traditional Solution Selling" - The ineffective selling model described by the authors is more aligned with transactional selling than solution selling. "The

Face-to-face 169

Face-to-face Solutions Selling Discount Consultative Selling 169

Janek Performance Group

JULY 6, 2022

Then it dawned on me, with consultative selling, solution selling, and value selling, and a plethora of others, why hadn’t anyone developed “Perspicacious Selling?” The only way a sales rep could understand all this is through experience, dialogue research, and data. . Think about this for a second.

Sales Methodology 62

Sales Methodology Face-to-face Penetration Buyer 62

Pointclear

JUNE 20, 2013

With the tap of a button a prospective buyer can quickly research competitor’s prices or on the flipside a salesperson can quickly search the LinkedIn account for a prospect and have immediate research in hand. Via Selling Power Blog. Via Solution Selling. Inside Sales Power Tip 118 – Share Insight.

Quota 213

Quota PointClear B2B Face-to-face 213

SBI Growth

JULY 21, 2013

The evolution to needs-based solution selling helped. But for the most part needs-based selling has been used as a technique to better ‘tell’ the prospect what they need. Contribute company and/or 3 rd party executed audience research to validate BPM findings. Social Selling provides expanded access to decision makers.

Marketing 335

Marketing Top of Funnel Decision Maker Infusion 335

Gong.io

JANUARY 5, 2019

Solution Selling Methodology. Solution Selling is based on a sophisticated approach to discovery and question asking called “the 9-box vision process model,” which looks like this: The sequence can be broken down into three phases : Diagnose reasons: Start by identifying the critical business issue using open-ended questions (box 1).

Sales Methodology 131

Sales Methodology How To Inbound Lead Rank 131

SBI Growth

AUGUST 16, 2013

SBI’s 7 th annual research session will expand on the agile sales concept. If they have these skills they are more likely to sell effectively to the new buyer. Being Outpaced – lead with a product and a price and call it solution selling. Miller Heiman, SPIN, Solution Selling). Personas updated real time.

Customer 328

Customer B2C Decision Maker Inside Sales 328

SBI Growth

APRIL 15, 2013

Spin Selling” and “Solution Selling” are methodologies. Conducting great research into how and why your buyer’s purchase is essential. Update your buyer research. You want to measure if it''s firing on all cylinders. Download the Sales Process Evaluation Guide here. The Signs of Success Are There – Measure Them.

Sales Process 328

Sales Process Forecasting Sales Methodology Sales Cycle 328

SBI

OCTOBER 29, 2014

The fundamental premise of The Challenger Sale, published in 2011, is that most customer loyalty is a function of how you sell, not what you sell. The authors challenge the notion that solution selling works in today’s B2B world. The Solution Selling approach is more about questioning.

Marketing 123

Marketing Solutions Selling Conference Lead Nurturing 123

Hubspot Sales

APRIL 19, 2021

If you focus on solution selling , your reps may give customized solutions to prospects that display how your product will meet their individual needs, whereas teams that use the outbound methodology may focus on outreach tactics like cold-calling.

Sales Methodology 116

Sales Methodology Social Media Inbound Social Selling 116

Hubspot Sales

MARCH 6, 2018

Research/evaluate. Prospecting might involve online research on sites like LinkedIn or Quora. Solution Selling. First popularized in the late 1970s and early 1980s, solution selling focuses on the customer's pain instead of his or her own company's products. Consultative Selling. Iterate over time.

Sales Process 143

Sales Process Sales Methodology Inbound Churn 143

Partners in Excellence

MAY 11, 2020

They realize they must change, they assemble a buying group, they start doing their digital research. Regardless how strong our need to sell is, until we have a customer with a compelling need to buy, we are wasting our and our customers’ time. Rethinking Prospecting Solution Buying. Product Versus Solution Selling.

Case Study 108

Case Study Face-to-face Study Solutions Selling 108

Salesmate

NOVEMBER 25, 2020

So, for that, an in-depth research is needed. The solution selling sales approach. This is a simple sales approach where you discover the prospect’s needs and recommend a solution to address those needs. Unlike the traditional sales approach, solution selling focuses on educating the prospect.

B2B 111

B2B Social Media Networking Consultative Selling 111

Hubspot Sales

MARCH 15, 2018

The Challenger Sale research revealed that every B2B sales rep falls into five different profiles. By embracing these principles as you implement the Challenger Sales Model, you'll take your organization on a transformative journey turning traditional solution selling on its head. Grab it here.).

Ideal Customer Profile 136

Ideal Customer Profile Hiring Fashion Study 136

Tony Hughes

APRIL 11, 2019

Social Selling is powerful for B2C and advancements and also relevant for B2B in low margin commoditized environments to drive down costs and also for projecting communication via digital channels. But ‘Social Selling’ is a misnomer in complex solution selling, and we should instead think ‘Social Engagement’.

B2B 78

B2B Social Selling B2C Margin 78

Apptivo

MAY 30, 2022

An eCommerce or online sales model is when a company sells its products and services online exclusively. In such a sales model, the prospect is able to research the product, determine whether they want to buy it, and buy it online without having to get in touch with a salesperson or anyone else from the company. Solution Selling.

Lead Rank 52

Lead Rank B2C Top of Funnel Inside Sales 52

LeadFuze

DECEMBER 1, 2021

If you†ve done the research, your email shouldn’t look like SPAM. Solution selling is a way to build confidence with people by being an unbiased, trustworthy advisor. It†s important to do research and know what you are talking about when it comes to sales. Use Messaging that’s Buyer-Centric.

Banking 52

Banking Hubspot Intent Lead Rank 52

The Digital Sales Institute

SEPTEMBER 20, 2023

To be effective, you need to acquire selling skills that focus on the actual activities you do and can easily relate to as you go about selling. Additionally, as you go about learning and acquiring more knowledge on the essential selling skills, research shows it’s best to do this in bite-sized sessions or micro learning.

Selling Skills 52

Selling Skills Ideal Customer Profile Negotiation Up-Sell 52

Miller Heiman Group

AUGUST 5, 2018

Solution selling isn’t dead – it’s evolving. The Challenger Sale model hinges on the claim that solution selling is dead. Solution selling used to work because buyers didn’t know how to solve their own business problems. The Challenger Sale got one thing right: Buyers are more informed than ever before.

Lead Rank 56

Lead Rank Sales Methodology Analytics Solutions Selling 56

Partners in Excellence

JULY 21, 2012

” While, I suppose, it stirs up the pot to declare the end of Solutions Selling and may sell more workshops or consulting services, in the end I think it is wordsmithing and positioning. Yes, I said provide customers solutions to their problems. The Challenger Conference Board folks say this is the outdated idea.

Solutions Selling 94

Solutions Selling Conference Up-Sell Sales 94

SBI Growth

AUGUST 23, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Results - In a study in 2010 by McKinsey showed that 75% of solution selling projects fail. Competition got more aggressive; funnels are filled with more “no decisions” than ever before. Has your sales process?

Top of Funnel 276

Top of Funnel Competition Buyer Sales Methodology 276

Miller Heiman Group

AUGUST 6, 2018

Solution selling isn’t dead – it’s evolving. The Challenger Sale model hinges on the claim that solution selling is dead. Solution selling used to work because buyers didn’t know how to solve their own business problems. The Challenger Sale got one thing right: Buyers are more informed than ever before.

Lead Rank 55

Lead Rank Sales Methodology Analytics Solutions Selling 55

Hubspot Sales

MARCH 1, 2019

Solution Selling : Solution selling is when the salesperson leads with the benefits a custom solution will give the prospect. This method acknowledges that prospects are informed and have done their research on the product or service before the sales rep reached out.

Sales Qualified Lead 118

Sales Qualified Lead Inbound Face-to-face Outside Sales 118

LeadFuze

SEPTEMBER 30, 2021

Rather than qualifying consumers according to the salesman’s requirements (buy qualifications), NEAT selling requires the salespeople to evaluate how much they can benefit the prospect. 6 Solution Selling. As a technique, solution selling adheres to many of the same principles as conceptual or consultative selling.

Sales Methodology 52

Sales Methodology Ideal Customer Profile Sales Qualified Lead Lead Rank 52

The ROI Guy

FEBRUARY 1, 2018

Research of 230 technology buyers from the USC Marshall School of Business indicate that Challenger approach works for some, but not all buyers. So what selling style is most effective? And the buyers who prefer this approach jumps to 50% when you are selling to the IT and marketing departments. Source: HBR article by Steve W.

Decision Maker 49

Decision Maker Buyer Solutions Selling Research 49

SBI

NOVEMBER 2, 2017

Typically, companies turn to Model N with a specific focus, such as Sales, as a starting point, but are confident knowing that they can continue to expand their use of Revenue Cloud solutions to other functions and organizations. Russ: Research is showing that B2B buyer loyalty isn’t primarily driven by pricing, brand or the product.

Revenue 131

Revenue Lead Rank SAP Maximizer 131

SBI Growth

AUGUST 18, 2013

During the mid-90’s solution selling was all the rage. To generate appointments in today’s world, buyers are researching you. If executed correctly, you will impact the ’13 number. You will instill a new discipline to ensure the ''14 number gets made. You Have Made This Shift Before. To give you context, rewind the clock.

Ideal Customer Profile 308

Ideal Customer Profile Lead Rank Sales Methodology Buyer Persona 308

Miller Heiman Group

MAY 1, 2019

Putting science into sales creates the idea of solution selling, it gives sellers an approach that’s backed by research on how to attack deals, rather just pitching a product. Whether it’s figuring out who you should deploy to the field, to who should be a coach and keeping up with industry trends. What you should do next.

Education 95

Education CRM Trends Groups 95