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.

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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? What sets the Solution Selling methodology apart?

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Hubspot Sales

MAY 3, 2021

For example, the "Challenger" methodology — a strategy rooted in teaching prospects, tailoring communication to suit those prospects individually, and taking control of conversations — is often applied specifically to the front-end of a sales process. Thoroughly train your reps on both. Why You Need a Sales Methodology.

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Highspot

SEPTEMBER 6, 2023

Value selling, also known as value-based selling or value-added selling, focuses on unique benefits, not just features. Incorporating value selling into sales training can help your company stay ahead of the competition. Remember that proper sales training equips sellers with the skills to excel in this approach.

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Lead Rank Lead Scoring Sales Methodology Decision Maker 59

Hubspot Sales

MARCH 6, 2018

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. Products are framed as solutions, and emphasis is placed on achieving agreement on what a resolution of the customer's pain would look like.

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Product Management University

MARCH 23, 2023

The Difference Between Telling and Selling Demos Telling Demos The telling demo is an overview of the product section by section, a demonstration of the features in each, and an explanation of how those features work and the benefits. The telling demos are more like an introductory training class on the product versus a sales presentation.

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Engineering Sales Cycle Buyer Up-Sell 97

The ROI Guy

SEPTEMBER 13, 2013

I recently had the opportunity to interview Dario Prolio from leading sales training and performance management firm Richardson. They hear “sell the solution” but they don’t know what that means and they don’t know how to do it. Even very senior-level people don’t know how to do it. We see this all the time in the classroom.

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Gong.io

JANUARY 5, 2019

This TaylorMade video is a great example of that approach: Notice how the video teaches you how to achieve greater distance in your golf swing in a way that connects with the product’s unique strength. Solution Selling Methodology. As you can see, Solution Selling is a complex skill, and it’s also incredibly question-heavy.

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Increase Sales

JUNE 20, 2013

Today I received a forwarded email which discussed in detail a multiple week e-course focused on sales training for small businesses. For example, one of the learning objectives was identifying the ideal customer profile. For example, one of the learning objectives was identifying the ideal customer profile.

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InsightSquared

NOVEMBER 15, 2017

In today’s sellers’ environment, there are many standard sales methodologies your team can use: The Challenger Sale, MEDDIC , BANT , Solution Selling, Value Selling — the list could go on. This could be an exercise for your reps when you train and roll out the new methodology. Training/Documentation.

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Insight Demand

MARCH 27, 2017

The goal of every sales training program is to improve the bottom 80% of salespeople, but that’s not what happens. You must use your best to train the rest through peer learning. When customers, for example, jump from question 12 to 18 and then back to 7, most salespeople get lost in a sea of questions. Michael Harris.

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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.

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Sales Methodology Inbound Lead Rank Consultative Selling 77

Gong.io

NOVEMBER 23, 2022

Training and coaching. At the same time, you need to lead by example, hitting your sales quotas month after month while also helping junior reps hit their own. . Training and coaching. Here’s an example of a sales cycle: Next, adopt a tried-and-tested sales methodology , and customize it to your needs. Solution Selling.

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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?

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criteria for success

SEPTEMBER 1, 2022

In my world of sales and sales training , I hear the term “consultative selling” thrown around quite a bit. I tell a story in many of my trainings about selling to a CEO. For example, a feature of our offering is the Sales PlayBook. First of all, being a consultative partner means two things.

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Consultative Selling Selling Skills Up-Sell Buyer 105

Highspot

JUNE 22, 2021

There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling. Sell the Problem, Not the Solution. Let’s apply this technique to the marketing automation example from earlier.

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Crunchbase

AUGUST 12, 2022

Methodologies like: Solution selling: works by recommending specific products and services that will solve the individual concerns of the customer. Gap selling: works by identifying a problem, presenting a desired future state and then bridging the gap with a potential solution. Tech sales job description examples.

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Pointclear

FEBRUARY 23, 2018

By contrast, we don’t try to attract someone (who may or may not be qualified) to a site using IP-based marketing, for example. They have the experience, training and the personality traits to insure that the folks on the phone who represent you, represent you well. Each associate is trained. We engage our market.

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The Ultimate Sales Executive Resource

FEBRUARY 18, 2013

On February 6, 2013 Sales training industry experts Brian Lambert, Geoffrey James, John Roy and Scott Hudson discussed “The good, bad & ugly of Challenger Sales Model”. Every year, billions of dollars are spent for sales training. A big portion of these training efforts does not show adequate returns. Why should you care?

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Airlines Solutions Selling System Sales Methodology 56

Pointclear

AUGUST 17, 2011

Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three. If hiring, training and compensating are the science behind sales management, then deployment, monitoring and managing, and coaching and counseling are the art.

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The Pipeline

MAY 13, 2011

Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. Let me clarify: I would argue that the highly trained, effective salesperson is more important than ever. The Pipeline Guest Post – Craig Rosenberg.

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The Digital Sales Institute

JUNE 21, 2023

Sales training program expert tips for anyone involved in sales management or sales enablement some insight into planning any form of sales training. It sounds simplistic to say that sales training is the act of training salespeople or the sales team on the product and sales process.

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Jonathan Farrington

AUGUST 22, 2013

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. The clear disconnect between what solutions actually mean to a provider versus a customer seems to be getting wider.

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Mindtickle

SEPTEMBER 6, 2016

Sales led businesses tend to rely more on solution selling, so the needs of their sales team are focused on things like re-baselining knowledge and sharing success stories for example. This could occur straight after your sales kickoff, for example, to realign the sales message with the new vision presented by leadership.

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Mindtickle

SEPTEMBER 6, 2016

Sales led businesses tend to rely more on solution selling, so the needs of their sales team are focused on things like re-baselining knowledge and sharing success stories for example. This could occur straight after your sales kickoff, for example, to realign the sales message with the new vision presented by leadership.

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Field Sales Hiring Distribution Sales Enablement 52

The ROI Guy

APRIL 15, 2014

An interview with Dario Priolo, Chief Strategy Officer for Richardson, a leading training and sales effectiveness firm. SiriusDecisions has what I feel is the best metric, pointing out that that 67% of buyers are already decided on their solution prior to rep engagement. What would your roadmap be on how to best bridge this Value Gap?

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Insurance Insurance Lead Rank Pharmaceuticals 65

Sell Integrity

MAY 13, 2020

For example, in the medical device field, when elective surgeries open up, the need for inventory and a fast process will be high. You will need to prepare to develop new relationships. Asking how their business has changed and how you can best serve them is good practice. . Prepare and put these systems in place right now.

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SBI

SEPTEMBER 18, 2012

It waits for just the right signals and then surges forth with all the subtlety of a freight train to seize your precious time and attention before you even realize what has happened. And they can be ‘unearthed’ in every example above. Here is a perfect example: I have a client whose product will run on Salesforce CRM.

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Ideal Customer Profile Objections Prospecting Sales Qualified Lead 125

Sales Evangelist

MAY 10, 2020

When you want to keep in touch with your customers or prospects by email, for example, genuinely ask about the safety of their family and their employees. This course is also brought to you in part by by TSE Certified Sales Training Program. The customers’ words are always going to be more powerful than any marketing department.

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Gong.io

OCTOBER 3, 2022

But unlike the other two examples, sales managers aren’t usually backed by multi-million dollar teams supplying them with insights to drive improvements. Employee training. That could be increasing your reps’ target, for example, so that they generate more revenue. Improve and speed up sales training.

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SBI

MARCH 19, 2013

So it’s not surprising that each time I talk with my friends on the sales training front, they tell me that the path to increasing sales is to improve selling skills. These are just a few examples of how sales skill-sets and sales tool-sets line-up. If all you have is a hammer, everything starts to look like a nail.

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Sales Tools Tools Decision Maker Cold Calling 126

MEDDIC

OCTOBER 11, 2023

Get ready for the ultimate sales training extravaganza: your annual Sales Kick Off (SKO). But don’t forget, incorporating the proper training is the secret sauce – because knowledge is one of the most potent motivators you can gift your team. Solution Selling and Customer-Centric focus on messaging.

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SBI

JUNE 26, 2012

Linda built her company into an international power-house having trained over two million sales professionals to date. In this example, 30 minutes of time each day is valued at nearly $65,000 in revenue over 12 months. You may recognize her name as the Founder and Chairwoman of Richardson , the global sales performance company.

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Insight Demand

JULY 12, 2016

What I discovered was that the people who attended the messaging workshop to create the questions in preparation for the training were successful at solution selling. I’m aware of the challenges salespeople experience delivering questions, because I was a partner at a question-based sales methodology for 5 years.

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How To Transportation Lead Rank Lead Scoring 20

Insight Demand

JULY 12, 2016

What I discovered was that the people who attended the messaging workshop to create the questions in preparation for the training were successful at solution selling. I’m aware of the challenges salespeople experience delivering questions, because I was a partner at a question-based sales methodology for 5 years.

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Lead Rank Lead Scoring Transportation Call-back 20

Gong.io

AUGUST 1, 2022

Once you know where your prospects want to be and you’ve determined that the gap is wide enough to warrant purchasing your solution, you’ll have an easier time convincing them why they need to make a change. Examples of Gap Selling questions. Examples of probing questions include: “You mentioned [problem].

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Sales Methodology Up-Sell Follow-up Software 62

Mindtickle

SEPTEMBER 13, 2023

Consultative selling requires the right tools and technology. For example, organizations need sales training software to ensure their reps have the training required to be consultative sellers. Then, they offer solutions that will address the buyer’s unique pain points and help them achieve their goals.

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