Crunchbase

MAY 17, 2023

While companies scramble to restructure and reevaluate their go-to-market motions, one role continues to unlock a better sales experience for buyers and sellers alike: solutions consulting. I define a solutions consultant as a customer-centric problem-solver. What is the difference between presales and solutions?

Hiring 111

Hiring Sales Process Lead Rank Engineering 111

Janek Performance Group

JANUARY 12, 2022

Instead, today’s buyers are looking for safe, viable solutions that provide flexibility and security. The salesperson who is a constant presence, providing sage wisdom and a steady hand, will secure the sale when buyers are ready. Position Yourself as a Problem Solver. When it works, the client will be happy.

Sage 117

Sage Distribution Buyer B2C 117

Highspot

SEPTEMBER 28, 2023

They’re excellent at providing a smooth-sailing sales experience and maintaining existing accounts but sometimes struggle to challenge customers and close new deals. Problem Solver Problem solvers are reliable and thorough. ” A New Way : Introduce a solution that addresses their newly discovered needs.

Sales Methodology 52

Sales Methodology Lead Rank Education Coaching 52

SBI Growth

FEBRUARY 19, 2013

Will fixing a sales problem accelerate your path to promotion? If you tackle the right problem, it will help you make the number. This tool will expose you to the 6 biggest problems sales leaders face. CEOs Want Problem Solvers. CEOs Want Problem Solvers. They want somebody who can fix sales problems.

Promotion 310

Promotion Demand Generation Demand Generation Targets Intent 310

Zoominfo

JULY 18, 2018

Landing an in-person appointment with a key decision-maker provides salespeople with the opportunity to respond directly to a prospect’s needs and pain points. For this reason, sales reps need up-to-date knowledge of the market and a real understanding of each prospect’s challenges to deliver the best solution. But, fear not!

B2B 180

B2B Decision Maker Face-to-face Referrals 180

criteria for success

JUNE 5, 2019

There’s a reason why problem solving in sales is so important. The most important is that being a good problem solver enables buying. When what your salesperson sells is a solution, he or she must be a good problem solver. In order to provide a solution, you must be able to uncover the problems.

Sales 55

Sales Prospecting 55

Alice Heiman

AUGUST 1, 2023

The solution may lie within your own actions. Click to tweet The consequences of this disconnect are substantial, forcing CEOs to look at things differently and shift their attention from driving revenue to providing unparalleled value to their customers. Are you a CEO perplexed by your company’s stagnant sales?

Guidelines 62

Guidelines LinkedIn Enterprise Enterprise 62

Hubspot Sales

DECEMBER 22, 2020

I am an excellent problem solver. I am an excellent problem solver. Sales is all about providing your customer with solutions to their problems. Affirming your ability to be a creative, effective problem solver is a powerful reminder. Positive Sales Affirmations.

Positioning 142

Positioning Compensation Motivation Commission 142

Increase Sales

OCTOBER 18, 2013

Problem solvers are definitely needed in sales. Yet solving the problem only comes after correctly identifying the problem. That problem is usually what is keeping the sales leads or prospect from getting to where he or she needs to go. The shadow issues have been hiding in the background because: No one saw them.

Face-to-face 129

Face-to-face Social Media Sales Coaching Coaching 129

Closer's Coffee

NOVEMBER 21, 2022

There are four common sales personas – the hard worker, the lone wolf, the relationship builder, and the problem solver. Gamification tools can help motivate this persona into focusing more on the customer’s value drivers by rewarding certain behaviors and providing positive reinforcement via rewards and recognition.

Sales Qualified Lead 52

Sales Qualified Lead Lead Rank Lead Scoring Motivation 52

Apptivo

AUGUST 24, 2022

Challenger model argues that sales teams who manage and control their sales, teach their prospects about problem solving are considered to be way more successful than the ones who are spending a lot of time in building and nurturing the relationships with their leads. The challenger profile provides a whole new perspective for the sales reps.

Lead Rank 98

Lead Rank Ideal Customer Profile Sales Methodology Face-to-face 98

Partners in Excellence

MARCH 18, 2019

All of us, me included, often think a key aspect of leadership is about solving problems. Whatever the problem–a strategy problem, a market problem, a product problem, operational problems, sales/marketing problems, people problems…… We tend to think of ourselves as problem solvers.

Face-to-face 85

Face-to-face Promotion Account Course 85

Partners in Excellence

JANUARY 10, 2019

My friend, Tim Ohai, made an interesting statement, “Sadly many sales people have no idea how to identify when no customer problem exists.” Perhaps the reality is that too many sales people aren’t even identifying the customer problem–the customer is. ” I think there is a lot of truth to the statement.

Customer 79

Customer Top of Funnel Follow-up Funnel 79

Janek Performance Group

AUGUST 24, 2021

More than a foundation for sales, this positions sellers to solve problems their clients didn’t know they had. You identify the problem. You come up with the solution. Problem Solving. Problem solving is a longer-term commitment that places the client’s needs above the seller’s needs. Active Listening.

Film 118

Film Buyer Decision Maker Case Study 118

Janek Performance Group

AUGUST 8, 2023

He probed further, questioning the prospect’s delivery schedule, budget allocation, decision-making process, other options they are considering and the identity of their previous solution provider. To truly excel in sales, he emphasized, I needed to become a critical business problem solver. Curious or Committed?

Sales Methodology 62

Sales Methodology Remedy Proposal Lead Rank 62

Janek Performance Group

AUGUST 15, 2022

“We don’t have problems, we have opportunities.” But before a problem can become an opportunity, you’ll need to find or create a solution to the problem. If you’re unable to follow through on that notion, you’re not going to end up with an opportunity, but with a problem. Skills are also measured by performance.

Opportunity 62

Opportunity How To Engineering Face-to-face 62

Miller Heiman Group

JUNE 4, 2020

Respondents ranked sellers near the bottom—ninth out of ten—in a list of the resources they’d turn to when they needed to solve a business problem. As a result, buyers engage sellers later in the sales process, after they’ve already identified their needs and narrowed their options to a solution.

Buyer Persona 84

Buyer Persona Lead Rank Lead Scoring Buying Cycle 84

SBI Growth

NOVEMBER 18, 2013

When you present a solution you need competitive differentiation. I provide a Social Sharing Guide to help you share ideas more effectively. We become exposed to new solutions. When we read new things, we naturally become more creative problem solvers. Provide a leaderboard that rewards top performers.

Twitter 276

Twitter Influencer Networking Social Media 276

Keith Rosen

AUGUST 23, 2014

Your role as Chief Problem Solver and Decision Maker. And that is the role of Chief Problem Solver. I don’t suppose there are any Chief Problem Solvers here today? That we must solve all of the problems coming at us? My customers, my direct reports they expect me to have the solutions.”

Video 120

Video Coaching Hiring Sales Coaching 120

Allego

AUGUST 21, 2023

Through regular one-on-one meetings and team huddles, they provide valuable feedback and training to enhance the skills and performance of their team members. Frontline sales managers are not just supervisors; they are problem solvers. They have “unconscious competence,” she said.

Sales Management 62

Sales Management Strategy Face-to-face Coaching 62

Hubspot Sales

APRIL 4, 2023

You know the ones: you're given a hypothetical problem and asked to analyze the situation and recommend a solution. My clients typically come to me for help with [Problem or Challenge]. For example, "I like tackling tough issues and developing new solutions. However, solving cases is only half the battle.

Face-to-face 98

Face-to-face Lead Rank Lead Scoring Positioning 98

Salesmate

JUNE 2, 2020

People are interested in their business, revenue, goals, growth, and problems. Why would they think about a product until and unless it solves their problem or has something great to offer? Try shifting your focus from your product to the prospect’s problems. People look for solutions to their problems and opportunities to grow.

Solutions Selling 119

Solutions Selling Sales Methodology Face-to-face Up-Sell 119

Mindtickle

OCTOBER 25, 2023

Hard worker Challenger Relationship-builder Lone wolf Problem solver It can be especially helpful during periods of economic difficulty where budgets are restricted and products become harder to sell. Deliver insights Deliver insights by connecting that question to a problem buyers may not have considered.

Sales Methodology 59

Sales Methodology Scale Sales Cycle Construction 59

Crunchbase

JANUARY 8, 2021

You’ve potentially heard of sales engineers, solutions consultants, solutions architects, or even value consultants before. Most times, the PreSales team leads prospects or customers through a process to find a way to resolve their problems or improve their efficiency with your product or platform. . Photo source on Unsplash.

Ideal Customer Profile 126

Ideal Customer Profile Customer Lead Rank Scale 126

Partners in Excellence

MARCH 15, 2022

They may be solving a problem, they may be addressing a new opportunity. Yet, most of the time, if we help, all we help them with is the buying component, our focus is on selling a solution, while leaving the customer with the heavy lifting. After all, our solutions are focused on helping customers address these larger problems.

Sales Process 81

Sales Process Face-to-face Sales Relationals 81

Sales Evangelist

NOVEMBER 18, 2022

They discuss the importance of use cases, how to effectively utilize them, and how to better provide value to your clients. When you understand a prospect's situation they are more likely to trust you with a solution. Map out what your product does, what it solves for, and who it solves those problems for.

Ideal Customer Profile 40

Ideal Customer Profile Survey Enterprise Enterprise 40

Zoominfo

JULY 21, 2018

Landing in-person or Zoom meetings with key decision-makers provides salespeople with the opportunity to respond directly to a prospect’s needs and pain points. For this reason, sales reps need up-to-date knowledge of the market and a real understanding of each prospect’s challenges to deliver the best solution. Always be flexible.

B2B 100

B2B Decision Maker Face-to-face Referrals 100

Hubspot Sales

NOVEMBER 20, 2023

AI can provide invaluable perspectives on different industries and identify key pain points that your sales team will address. As a SaaS company founder, you could use AI to request a list of the top 10 most profitable marketing agencies in the United States, then, ask it to provide a list of the top agencies in your target cities.

Industry 98

Industry Top of Funnel Decision Maker Demographics 98

Hubspot Sales

JULY 20, 2020

In today’s dynamic market, many companies are faced with providing creative solutions to their customer’s problems in order to stay in business, making workplace innovation extremely important. Provide a fresh perspective. As an innovation consultant, you get to provide a fresh perspective with every client you work with.

Face-to-face 109

Face-to-face System Strategy Opportunity 109

Miller Heiman Group

MAY 28, 2019

In part, that’s because buyers turn first to many other resources—including social networks and trade publications—before turning to salespeople to solve business problems, according to the CSO Insights Buyer Preferences Study. The buyer sees the salesperson as a representative of a product rather than as a creative problem-solver.

Buyer 81

Buyer Decision Maker Study Follow-up 81

Allego

SEPTEMBER 15, 2022

But there’s a problem. There’s a disconnect between what sales managers say they’re providing in terms of coaching and what sales reps say they’re receiving,” said Richard Smith, VP of Sales at Allego. For sales managers to provide that, however, they must overcome three critical sales coaching challenges.

Sales Coaching 62

Sales Coaching Coaching Remedy Call-back 62

Partners in Excellence

AUGUST 2, 2013

As sales people, we build the greatest value for our customers by helping them solve problems. Stated differently, customers value sales people who are problem solvers. However, too often, I encounter sales people who think they are problem solvers, when really they are problem talkers.

Sales Qualified Lead 98

Sales Qualified Lead Lead Rank Lead Scoring System 98

SBI Growth

OCTOBER 3, 2013

LinkedIn provides a network that includes a majority of those buyers. At the heart of your personal brand should be Advisor and Problem Solver. Show how the solution is benefiting clients. It will remind your prospects that you exist and provide benefits to clients. In this post we will dig into the top 5.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

MEDDIC

SEPTEMBER 22, 2022

It ends with the salesperson providing solutions to meet those needs. GREAT PROBLEM SOLVERS. Sales and engineering are both about solving problems. The difference is that engineering focuses on finding solutions to problems related to the product, and sales focus on finding solutions to customers’ problems.

Engineering 52

Engineering Up-Sell Face-to-face Training 52

Janek Performance Group

APRIL 5, 2022

In a perfect world, prospects would immediately recognize the value your product or solution delivers and take the required actions to secure the solution for themselves. To succeed in complex sales, sellers must help buyers process specific information that will help them with a specific problem worth solving. .

Lead Rank 62

Lead Rank Lead Scoring Prospecting Scale 62

Apptivo

MARCH 29, 2022

A CRM system essentially provides a centralized platform where businesses can store customer and prospect data, track customer interactions, and share this information with colleagues. Many CRM’s Fail due to some of the common mistakes that businesses make while implementing a CRM Solution. Implementing the CRM solution.”.

System 98

System CRM Company Vendor 98

Miller Heiman Group

OCTOBER 14, 2019

As a result, buyers today look to other resources, such as third-party subject-matter experts, vendor websites or their peers, when solving a business problem. SPIN helps sellers engage customers in conversations, questioning and listening until they understand why their customer is exploring new solutions. Problem Questions.

Customer 64

Customer Lead Rank Lead Scoring Buyer 64