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 article was generally right on, but it also included several things that irritated me enough to question them and the article.

Face-to-face 169

Face-to-face Solutions Selling Discount Consultative Selling 169

InsideSales.com

OCTOBER 24, 2019

? ?. Read on to learn how the prospect theory can help you move from product and solution selling to value selling. RELATED: Creating Value for Customers – 5 Strategies for Value Selling. In this article: How the Shift from Product and Solution Selling to Value Selling Began.

Solutions Selling 58

Solutions Selling Up-Sell Conversion Strategy 58

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

Bigtincan

AUGUST 24, 2015

A great article appeared on the Forbes website today that clearly illustrates the point that traditional solution-selling no longer works.

Study 40

Study Solutions Selling B2B Buyer 40

Understanding the Sales Force

APRIL 29, 2013

Read this article and be sure to read the comments - a disagreement between me and the editor of the study. Make sure you read this article too, written when the study appeared in the Harvard Business Review. One of the premises of the Challenger Sale is that Relationship Selling and Solution Selling are dead.

Sales Management 196

Sales Management Lead Rank Consultative Selling Study 196

Customer Centric Selling

APRIL 29, 2013

Sales Training Article: 3 Profit-Killing Beliefs about Selling By Geoffrey James, INC. Sales Source If your beliefs about selling are broken, your company will fail, sooner rather than later. Selling requires pitching the product. Unless you line up those two priorities, your numbers will inevitably decline.

Training 45

Training Referrals Up-Sell Solutions Selling 45

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. Refer to my articles exploring Cynefin and Sensemaking.

Comparison 62

Comparison Solutions Selling Relationals Consultative Selling 62

Alice Heiman

JANUARY 6, 2023

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.’ She Sells – Attract, Promote, and Retain Great Women in B2B Sales by Lori Richardson.

Lead Rank 138

Lead Rank Sales Methodology Promotion Quota 138

Understanding the Sales Force

AUGUST 18, 2015

They are basically ready to proclaim that anything selling related, that they don't really understand or find it necessary to do, is not needed and dead. That search turned up these articles on the first page of results: So who wrote all of these articles? Let's start with my recent Google search for "Sales Process is Dead."

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

Gong.io

JULY 18, 2022

How can you position your solution and boost your win rates? That’s where Solution Selling comes in. In this article, we’ll explain what Solution Selling is, what sets it apart, and how to tell if it’s right for your team. What is Solution Selling? Then they’d offer a solution.

Solutions Selling 62

Solutions Selling Ideal Customer Profile Outsourcing Services Sales Methodology 62

Pointclear

MAY 2, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keep your sales team motivated including offering performance bonuses, encouraging good-natured competition and providing valuable support, according to the entrepreneurs surveyed in this article.

Hiring 174

Hiring PointClear B2B Outbound 174

Tony Hughes

NOVEMBER 21, 2018

Call centers still have a role but if you’re in the world of B2B solution selling (yes solution selling is still very relevant and Challenger works with, rather than replaces it) you need to be making your own connection with the senior executives you are selling to.

LinkedIn 81

LinkedIn Outbound Telemarketing Cold Calling 81

Pointclear

JUNE 20, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Will Google Glass Revolutionize Buying and Selling? In this article, Gerhard Gschwandtner raises an interesting question about Google’s latest technology, Google Glass. Via Solution Selling.

Quota 213

Quota PointClear B2B Face-to-face 213

Gong.io

DECEMBER 19, 2022

In doing so, buyers see your reps as trusted advisors who cut through all of the information in the market to help them find the best solution. This article will cover how you can implement value selling into your processes and close bigger deals. What is value selling? Checking in on buyers periodically.

Ideal Customer Profile 90

Ideal Customer Profile Lead Rank Lead Scoring Buyer Persona 90

Frontline Selling

NOVEMBER 29, 2022

Are you in sales or consultative selling; in other words, are you solution selling? Behind each skill are people, topics, education, groups, articles, and additional skills related to the subject skill. There are thousands and thousands of articles to from which to choose.

LinkedIn 52

LinkedIn Ideal Customer Profile Retail Social Media 52

Vengreso

JUNE 6, 2023

Innovation: Think outside the box The top salespeople are constantly searching for novel solutions to challenges and striving to stay one step ahead of their rivals. Check out this article on sales innovation techniques you can implement today. Catch here, the video for this Modern Selling Podcast episode with Doug C.

Hiring 90

Hiring Strategy Referrals Sales Qualified Lead 90

Pointclear

APRIL 4, 2013

PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. SPI''s Solution Selling blog encourages sales pros to embrace social media and take advantage of its multiplier effect. Sales Coaching - The Use and Abuse of Modeling.

Cold Calling 195

Cold Calling B2B PointClear Hiring 195

Tony Hughes

NOVEMBER 20, 2018

The Challenger Sale is essential reading for everyone in B2B complex solution selling. If you valued this article, please hit the ‘like' and ‘share’ buttons below. This article was originally published in LinkedIn here where you can comment. You are the reason potential customers don't care.

Proposal 83

Proposal LinkedIn Lead Rank Lead Scoring 83

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

Tony Hughes

SEPTEMBER 25, 2018

Everything old (value selling, solution selling, insight selling, trusted advisor, etc.) If you valued this article, please hit the ‘like' and ‘share’ buttons below. This article was originally published in LinkedIn here where you can comment.

B2C 80

B2C Face-to-face Channels LinkedIn 80

Crunchbase

AUGUST 12, 2022

In this article, we’ll discuss what a career in tech sales looks like and tips to succeed in the role. Tech sales involves selling software as a service (SaaS) solutions to other businesses. Gap selling: works by identifying a problem, presenting a desired future state and then bridging the gap with a potential solution.

Salary 52

Salary How To Software Software 52

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?” This is very similar to the consultive or solution selling methodology. The doctor says, “Tell me, what’s bothering you?”

Sales Methodology 62

Sales Methodology Face-to-face Penetration Buyer 62

Understanding the Sales Force

JANUARY 28, 2016

Yesterday, Pete Caputa, VP at Hubspot, wrote a really great article about the 3 sales books that are must-reads for salespeople, why, and Baseline Selling was one of the three.

Hubspot 60

Hubspot Solutions Selling Up-Sell Follow-up 60

Sales Hacker

JUNE 11, 2019

Conceptual Selling. Consultative Selling. Customer-Centric Selling. Inbound Selling. NEAT Selling. SNAP Selling. Solution Selling. SPIN Selling. Target Account Selling. The Sandler Selling Method. Value Selling. Consultative Selling. Solution Selling.

Sales Methodology 77

Sales Methodology Inbound Lead Rank Consultative Selling 77

Adaptive Business Services

MARCH 23, 2022

Magazine and others who regularly publish “This is How I Work” articles, which I love to read …. welcome to “How I Work It – Social Selling”. There is a lot of confusion, particularly with B2B, regarding how to implement social selling. I used to help teach Solution Selling at an ERP software company.

Social Selling 101

Social Selling Social Media Twitter Networking 101

Tony Hughes

JUNE 4, 2019

In addition to this; the sales person, their team, methodologies and ability to deliver are essential elements of any solution. Does your LinkedIn profile sell you to buyers (rather than employers)? Problem solving comes before solution selling. Review the additional Laws of Strategic Selling.

Enterprise 78

Enterprise Enterprise Ideal Customer Profile Banking 78

The Ultimate Sales Executive Resource

FEBRUARY 18, 2013

For those knowing the industry, it is a clear message: If you criticize the Challenger Sales Model, you risk being seen like those trainers critiquing SPIN Selling in an attempt to protect their turfs. The article published in the Harvard Business Review on the Challenger Sales Model is another element of how the book is marketed.

Airlines 56

Airlines Solutions Selling System Sales Methodology 56

Miller Heiman Group

OCTOBER 17, 2019

The article also cites other studies agreeing that sales strategies based on building relationships are critical for closing deals. Buyers value sellers who know their business and facilitate mutually compelling discussions that respect buyers’ time and abilities, which is at the crux of solution selling.

Customer 51

Customer Face-to-face Scale Journal 51

Pointclear

AUGUST 17, 2011

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. Based on the chapter, The Truth About Sales, from my new book, The Truth About Leads , this article looks at improving performance in the three “art of sales management” areas.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Sales Training Connection

DECEMBER 12, 2014

As starters, Mark Hanan established the branding this term in his brilliantly written book Consultative Selling – an early and extremely important work about selling consultatively. Because of the branding, Consultative Selling has become one of the “ings” in our field like: SPIN Selling, Conceptual Selling and Solution Selling?

Consultative Selling 99

Consultative Selling Trends Selling Skills Training 99

The ROI Guy

FEBRUARY 1, 2018

The research indicated clearly that most buyers, 40% of participants, prefer a salesperson who listens, understands, and then matches their solution to solve a specific problem, a more traditional Solution Selling approach. Source: HBR article by Steve W.

Decision Maker 49

Decision Maker Buyer Solutions Selling Research 49

Increase Sales

JUNE 20, 2013

As I looked reviewed the learning objectives, 90% of them I had addressed numerous times through this blog as well as the over 5,000 plus articles I have written during last almost 10 years. Today I received a forwarded email which discussed in detail a multiple week e-course focused on sales training for small businesses.

Ideal Customer Profile 147

Ideal Customer Profile Small Business Small Business Coaching 147

Sales Hacker

JUNE 19, 2019

Transactional selling. Solution selling. Consultative selling. Provocative selling. The 3 kickass campaigns I’ve shared in this article can help you build in automation without losing your personal touch. Before we dive in, you may be wondering whether live chat is right for your sales methodology.

Campaigns 94

Campaigns Top of Funnel Lead Gen Scale 94

Highspot

JANUARY 9, 2024

In this article, we’ll explore the B2B sales process, types and components of an effective training program, best practices, current trends, and pitfalls to avoid. This includes market understanding, solution selling, and long-term relationship building. This makes B2B sales training more important than ever.

B2B 52

B2B Training Top of Funnel B2C 52

Partners in Excellence

JULY 23, 2012

I wrote about “The End Of Solution Selling” the other day. There’s a rich conversation, about this at the HBR site of the original article, kicked off by my friend, Charlie Green. Insight selling is very powerful. My friend Jack Malcolm expanded on the discussion in his post today.

Maximizer 84

Maximizer Buying Cycle Solutions Selling Consultative Selling 84

LeadFuze

SEPTEMBER 30, 2021

As with conceptual selling, this idea is most effective in sectors where large amounts of recurring business and word-of-mouth necessitate a high level of customer trust. 6 Solution Selling. Solution selling foregoes the product-centric approach in favor of a solution’s advantages, impact, and relevance.

Sales Methodology 52

Sales Methodology Ideal Customer Profile Sales Qualified Lead Lead Rank 52

Jonathan Farrington

AUGUST 22, 2013

This is an article by Tiffani Bova that was originally posted on Gartner’s site and is re-published by kind permission. Exacerbating the problem even further is when a sales manager wants to change the behavior of its sales force and pushes them to sell solutions, yet pays them (sometimes very well) for selling just products.

Exact 46

Exact Solutions Selling Fashion Channels 46