15 Quick Solution Selling Tips to Close More Sales

Marc Wayshak

Solution selling in today’s market is the single best way to close more sales. Check out these 15 quick solution selling tips to beat your goals this year. The post 15 Quick Solution Selling Tips to Close More Sales appeared first on Sales Speaker Marc Wayshak. Blog solution selling

False Choices: Transactional Versus Solution Selling Approaches

Partners in Excellence

Often, I get into conversations about the sales approach a company deploys. There are questions of, “should we be transactional, product, solutions, consultative focused?” ” Others have a biased view based on what they perceive as the complexity and impact of their offerings, “We want to be a high value add partner and want a solutions based approach to selling.” For example, in the early 90’s, I was EVP of sales for a company.


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Product Selling vs Solution Selling w/Scott Crosley


? ?. 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. How to Start Selling Value. How to Visualize the Value of What You’re Selling. Changing the Conversation to Deliver Value in Selling.

In Solution Selling Even a Caveman Can Calculate a Return on Investment”

Increase Sales

A posting over at LinkedIn Group asked if the members were witnessing a lack of return on investment (ROI) in solution selling. solution-selling. As a trained instructional designer, I can attest to much of the sales training and even some sales coaching fails to deliver a positive return on investment for a variety of reasons. This failure has also been transferred to many who are engaged in solution selling.

Tech Sales – The shift from product selling, through solution selling, to customer needs selling

Artesian Solutions

Tech Sales – The shift from product selling, through solution selling, to customer needs selling. Being a great IT service provider is about more than designing, deploying and being first to market with innovative technologies. Nor are they immune from the constant challenge to remain relevant and differentiate their service in a market that takes no prisoners –there’s always a new start-up waiting to take market share from the bigger players.

A Diamond Ring Ain’t No Big Thing: Problem Selling vs. Solution Selling

Smart Selling Tools

So while it’s important to sell on value, you must also sell the problem. How can you sell me a diamond ring if I value something else more, or I just don’t see the value of a diamond ring for me? I think the solution to the problem is to take a much needed vacation. That a stunning diamond ring would be a better solution to my problem because it’s a long-lasting and tangible reminder of my accomplishments. Problem vs Solution Selling.

Content-Marketing Doesn’t Go Far Enough to Drive Sales

Smart Selling Tools

Marketers prove their allegiance to the new ruler because of its power as a market-awareness and lead generation tool. Content marketing, as the practice is called, is a semi-automated mechanism that gives organizations the ability to extend their sales-reach—to keep in touch (i.e. The principle involves automating the ‘task’ of staying in touch (and relevant) with prospects that aren’t yet ‘sales-ready.’ Content-marketing is lead development.

Marketing, Sales, and the Power of the OOCH

Smart Selling Tools

The subjects of both books are decidedly applicable to the field of Sales and Marketing. No one understands this better than a Sales Professional. You’re not asking the buyer for a decision on your expense reporting solution. I’m sure that there are many ways that ooching can come into play in our marketing and sales strategies. Selling in today’s world involves more than relaying value to your buyer. You goal is not to sell some one something.

Why Inbound and Inside Sales Experts Think Sales Process is Dead Too

Understanding the Sales Force

Sales Process isn't even the only thing that inbound marketers say is dead. They'll have you believing that salespeople are no longer needed, selling is dead, and a consultative approach is dead too. 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. Let's start with my recent Google search for "Sales Process is Dead." They support and enhance selling.

When will Sales catch up with Marketing?

Sales Benchmark Index

The sales field is suffering. Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. CMO’s can help sales make the number in 2014. Download 8 Strategic Imperatives of Buyer-Centric Selling. Marketing Leaders Guide the Way.

Selling During COVID-19: How to Be a Video Master | Sales Strategies

Engage Selling

In today’s selling environment, we’re using video more than ever before. And in some markets, video is the only way we can engage in face-to-face interaction with our customers.

Social Selling and Big Data at the Upcoming Sales & Marketing 2.0 Conference #S20C

Smart Selling Tools

Social Selling and Big Data at the Upcoming Sales & Marketing 2.0 Next week, Sales Dot Two Inc., will host the Sales & Marketing 2.0 The focus is purported to be on the benefits of big data for B2B sales organizations with an emphasis on social technologies. A close examination of the agenda indeed reveals that the two day event will be packed with presentations and discussions about many elements of the big-data/social-selling eco-system.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]


There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it? That’s what I set out to find when I presented this question to fellow industry experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Account-Based Marketing

Top 10 Sales & Marketing Innovations of the Past 10 Years

Sales Benchmark Index

Sales Leaders have experienced a lot change in the past 10 years. Download the tool to learn how to implement each and enable your sales team. Top 10 Sales Innovations. The Tablet: Do you provide content that addresses your buyer’s market problems? Social Selling: Is your profile top tier? Content Marketing: Are you leading the charge or is this too much work? Customer Aligned Sales Process: Do you sell the way the customer wants to buy?

What's the Difference Between Sales and Marketing? A Simple & Easy Primer

Hubspot Sales

What's the difference between sales and marketing? Marketing informs and attracts leads and prospects to your company and product or service. Sales, on the other hand, works directly with prospects to reinforce the value of the company's solution to convert prospects into customers. Let's demystify the difference between sales and marketing, and learn how to align the two. Sales and Marketing. Marketing vs. Sales.

Sales Skill-Sets vs Sales Tool-Sets

Smart Selling Tools

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. Of course, my retort is that you won’t increase sales if you don’t have the right tools to compete more efficiently and effectively. Sales Issues. Sales Skill-Sets. Take advantage of sales playbooks, relationship maps, account planning.

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The Sales Leader Pledge: Will You Take the Oath?

Smart Selling Tools

You can network across a growing array of social and business platforms and talk to your fellow sales leaders. It is all too clear that there are specific, fundamental elements of sales leadership that seem forever unresolved, no matter which ‘linkage’ attracts the greatest number of ‘followers’. . No matter the current trends or technologies, what size company you work for, or the types of products you sell, they are simple issues to understand but very difficult to solve.

Sales Lead Management Association Honors

Smart Selling Tools

The Sales Lead Management Association (SLMA) is an online resource for answering these questions and more. It was founded 4 years ago by James Oberhausen, Susan Campanale and Mark Friedman who had a vision for serving the sales lead management community with valuable information and resources. Earlier this year, they named the “ 20 Women to Watch in Sales Lead Management.”. Trish’s company helps inside sales organizations make the big decisions.

Sales Team Gamification and the Virtual #SalesSummit

Smart Selling Tools

The event was deemed the world’s largest virtual sales trade show with a record setting, 15,000 registered participants. Inside Sales” Brooks , and Mark Organ. Our topic was social selling and whether, and to what degree, salespeople should participate in social networking activities. Gamification is just a fancy word for marketing tactics (specifically games and contests) that get people to engage with a company or a brand in a more personal, social way.

30 Seconds Matter: How Sales Tools Deliver Revenue Growth

Smart Selling Tools

Tweet In this month’s issue of Top Sales Associates Magazine , I had the great pleasure of being interviewed by Linda Richardson. You may recognize her name as the Founder and Chairwoman of Richardson , the global sales performance company. Linda built her company into an international power-house having trained over two million sales professionals to date. Linda wanted to get my thoughts on sales tools and the role they play in today’s sales organizations.

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The Evolution of Sales Tools and the Efficiency Paradox

Smart Selling Tools

In the dynamic and high-demand world of selling, the evolution of tools has had a significant impact on our ability to perform our jobs, present our ever-expanding array of solutions, service our customers, and generate revenue—the life-blood of our companies. The biggest advancement in the development of sales tools was the telephone. had a profound influence on business in general, and selling in particular. In many ways it is an efficiency boon to sales reps.

Tools 101

52 Sales Management Tips – the Sales Manager’s Success Guide

Smart Selling Tools

I recently read 52 Sales Management Tips – The Sales Manager’s Success Guide by Steven Rosen. Written for sales managers and small business owners, this is a guide every sales leader will benefit from. It’s packed with excellent tips and ideas to help you take your sales force to the next level. Steven is a friend of mine and I know him to be a sales guru in the truest sense of the word.

12 traps to avoid becoming a ‘Professional Visitor’

Sue Barrett

I recently read a research paper from the US market that stated more and more sales teams are relying on renewals in revenue from their existing accounts which is giving them around 70 per cent of their annual sales revenues. Sales teams understand the importance of retaining […]. The post 12 traps to avoid becoming a ‘Professional Visitor’ appeared first on Barrett Sales Blog.

Six Mobile Apps for Igniting Sales

Smart Selling Tools

mobile tools can ignite productivity, shorten sales cycles, and provide. Online Marketing Materials. It costs a small fortune to print sales materials and it’s a hassle to lug them around town. Shuffling through catalogs and stuffing brochures into cars is a fast track to insanity—especially when you find you’re missing the one sales material you need at that precise moment! Esignature solutions are not only about collecting a signature electronically.

Sales 3.0: The End of The Road for The Autonomous Sales Rep

Smart Selling Tools

One enticing benefit of the sales profession is the freedom and independence it offers. I can’t tell you how many times in my sales career I heard, “just keep hitting your numbers and no one will bug you.” The personality traits that make for a successful sales rep also play into and reinforce the need and desire for autonomy. Companies seek sales reps that can think and act on their own, epitomizing self-motivation and self-reliance.

Lead Progression: The first element of the Sales Cycle Triad

Smart Selling Tools

I recently wrote about the 3 fundamentals of sales that, if ignored, will keep your business from growing at a sustainable level, especially in terms of revenue. And the market, along with your prospective clients, will show absolutely no mercy. Lead progression, the first element of the Sales Cycle Triad includes identifying, assessing, assigning, responding, selling, tracking, and nurturing leads. Which marketing strategy generates the highest quality leads?

The Secret Path to Successful Sales Calls

Smart Selling Tools

Tweet Sales calls are conversational journeys. If you are to achieve your sales objective, you’ll need to guide each and every conversational journey with precision. How do you lead each conversation so the prospect will want to continue the sales journey with you? You will need to devise a conversation map – a multi-dimensional, mental info-graphic you’ll use during a sales call. Think back to when you first introduced your product or service to the market.

Get these 3 Sales Fundamentals Wrong and it Will Eventually Kill Your Business

Smart Selling Tools

Tweet A few weeks back, I wrote about the sales lessons you can learn from the television show “Kitchen Nightmares.” Extraordinary problems, like the rise in fuel prices or a flat-lining jobs market, may indeed exacerbate the problem. You do, however, have control over your own spheres of influence, and therefore, you must become courageously pro-active in re-directing or re-defining the underlying fundamentals of your sales efforts. Which leads are worthy of Sales’ time?

My boss laughed when I said I’d get the appointment with the CEO.

Smart Selling Tools

The goal of the ad was to capture interest and gain attention so that the entire sales copy would be read and then acted upon. Interest and Attention are pre-requisites of any sale of course. Although a lot has changed in the world of sales and marketing since 1926, much has remained constant (if not all too often over-looked). Today, story telling is but one tried-and-true technique that sellers and marketers can use to be interesting and induce action.

Do This One Thing Now: If You Want to Double Revenue in 2014

Smart Selling Tools

What if today you were given notice that your sales quota will double in 2014. You are not allowed to hire new reps, nor can you rely on new products or new markets to hit the number. It would be insane to think your team can sell twice as much next year as you do this year, with the same number of reps, same products, and same markets. Heck, it’s hard to imagine increasing sales by as little as 10% without implementing some sort of change.

Key Take-aways from 3 Compelling Sessions at #DemandCon

Smart Selling Tools

DemandCon’s purpose is to offer education and insight into the art of aligning and accelerating the sales and marketing funnel. On a relevant side-note, be sure to attend the upcoming webinar I’m moderating on April 24th “Be More Interesting: Get More Sales.” This could make an obvious difference in sales productivity. This is exactly what they aim to help their clients do with their Sales Intelligence and Customer intelligence products.

Why Your Focus on Quota is Killing Revenue Growth

Smart Selling Tools

We rely on quotas as a method for measuring sales rep performance. The real magic to driving radical revenue growth resides in understanding sales productivity and how our reps spend their limited sales capacity. It tells you what they should be selling. It doesn’t tell you whether they’re selling as much as they could be. These are sales productivity issues. Salespeople have 215 selling days or 1720 hours a year to sell.

Quota 106

Social Selling is Personalized Selling: Why it’s No Longer an Option

Smart Selling Tools

What’s all the hubbub about “social selling?” After all, selling has never been anything if not ‘social.’ Much as it is one of the best tools for the task, social selling isn’t just about using LinkedIn effectively. Social selling should be thought of, in my humble opinion, as a means to discover, engage, and interact with potential prospects. You’ll walk away with 10 different ideas that can help your sales team be more effective, save time and close more deals.

Closing Opportunities: The One Factor You Can’t Afford to Ignore

Smart Selling Tools

Prospects lose focus (on your products or solutions and the value they bring). Here are 3 tricks and tips for improving efficiency when it comes to creating opportunities: Use tools: Tools like Social Selling and Marketing Automation (to name just two) can increase the likelihood of contacting the right people at the right time—when they have the highest propensity to buy. If your solution isn’t applicable to companies under a certain size, don’t call them!

8 Ways You Can Generate Your Own Leads if You Don’t Have Marketing Support

Hubspot Sales

Over the last 10 years, inbound marketing has proven to be a great way to generate leads and acquire customers and help you hit your quota. Inbound marketing is a holistic, data-driven approach that leverages content on your website to attract buyers researching your products and services online and then convert them to leads so that you can close more deals. But what if you don’t have a marketing department or your marketing team doesn’t practice inbound?

Is Customer-Centric Selling Dead?

Smart Selling Tools

Customer-centric selling is based on the principle that reps must play a critical role in helping prospects discover and quantify their problems. This process naturally dovetails with assisting them in identifying the most appropriate solutions, and often from a rather complex array of choices. As my friend Jim Banks of Shadetree Technology likes to say, “Conversations are the ball-bearings that move deals through the sales process.”

Are Your Reps Guilty of This Costly Mistake?

Smart Selling Tools

A rep from one of the world’s largest technology companies that sells enterprise (i.e. large corporate) solutions rang me up yesterday. I have no use for high-end enterprise solutions. One of the simple rules of selling is this: “don’t call prospects that will never by your product.” Small companies are not suitable fit for large solutions and will therefore never buy them. Are your reps guilty of this costly mistake?

It’s Not What You Say, It’s What the Prospect Experiences

Smart Selling Tools

Experiential selling is the application of experiential learning to the sales profession. This certainly explains why even when you have laid out decisive arguments for why a prospect would benefit from your solution, they don’t buy in the end. So how do you create the emotional engagement so vital in a B2B sales environment? Use experiential selling to create Aha! How can you use experiential selling to create aha moments? Marketing Content.

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Smart Selling Tools

It’s not that you can actually execute hundreds of tasks in a day’s agenda, but if sales is your passion and profession, you are undeniably an expert at managing the precise allocation of time and resources across that number of tasks. You enthusiastically immerse yourself in the activities and efforts required to learn about and stay up-to-date on the ever-changing array of products, competitors, and market trends. A list of Marketing leads that need to be called.

How Fast Growing Companies can Fuel Your Revenue

Smart Selling Tools

Craig Elias , the creator of Trigger Event Selling ™ says that when companies experience a ‘Trigger Event’ and now want to change they are up to ten times more likely to buy than they were before. Of course you won’t want to simply add all 5,000 accounts into your sales database and set about contacting each one. If you sell to IT organizations and you want to contact IT decision makers at companies of all sizes, you should look into DiscoverOrg.