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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Solutions Selling Ideal Customer Profile Sales Methodology Consultative Selling 59

Crunchbase

AUGUST 12, 2022

Tech sales involves selling software as a service (SaaS) solutions to other businesses. That could be anything from CRM software to sales prospecting software. Instead of focusing on product promotion, tech sales advisors work with customers to find solutions to their workflow problems with technology solutions.

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SBI Growth

AUGUST 18, 2013

During the mid-90’s solution selling was all the rage. If you know that access in the orange is the item standing in your way, meet it with the same diligence. Selling in the Orange—Online Prospecting. You see an example of an enterprise software rep’s network. It is now an online meet and greet.

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Ideal Customer Profile Lead Rank Sales Methodology Buyer Persona 308

Hubspot Sales

FEBRUARY 21, 2019

Targets are defined, and sales management calculates how much their department, teams, and individual salespeople need to sell to meet the overarching goal. Data reporting software. Meetings app. Invoicing software. Inventory and order management software. Solution Selling. Conceptual Selling.

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Marketing Ideal Customer Profile Social Media Sales Qualified Lead 100

SBI Growth

NOVEMBER 26, 2012

In 2011, this company replaced its Solution Selling methodology with The Challenger Sales approach. We were going to meet an existing account in the morning. The accounts software subscription was up for renewal in 5 months. The goal of the call was to grow the account by expanding the use of the software.

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Real Estate Hiring Banking Ideal Customer Profile 323

Hubspot Sales

OCTOBER 23, 2018

Reps won’t break a sweat asking for thousands of dollars from a future customer but second guess themselves when asking for a few hundred dollars from their boss for new software or a professional development seminar. Taking a trial or a demo will give you an idea of how easy or difficult it will be for your team to adopt the software.

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How To Face-to-face Outbound Lead Rank 98

Gong.io

NOVEMBER 23, 2022

From there, you can work out how many deals they’ll need in their sales pipeline, how many meetings they’ll need to book to get those deals, and how many calls they’ll have to make to book those meetings. . You can use sales tracking software to analyze what the best reps in your company do differently. Solution Selling.

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Sales Management Forecasting Report Face-to-face 62

Adaptive Business Services

MARCH 23, 2022

Events, social media activity (primarily Twitter and LinkedIn), calls, coffee, Zoom meetings…they’re all part of the process. What do you feel are the biggest challenges facing salespeople as it pertains to social selling? I used to help teach Solution Selling at an ERP software company.

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Social Selling Social Media Twitter Networking 101

Highspot

JANUARY 9, 2024

A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers. This makes B2B sales training more important than ever.

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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).

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Sales Methodology How To Inbound Lead Rank 131

SBI

JUNE 11, 2013

Fast growing companies need to hire more people, open new offices, and acquire additional hardware, software and services. Instead, you’ll want to focus on those that best meet your ideal customer profile. The trick is to zero in on those that meet your ideal customer profile and to secure the meetings. Share your ideas.

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SBI

MAY 28, 2013

Meeting after sales meeting, you’re able to spark the prospect’s imagination and excitement and your opportunity momentum takes off. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools.

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Prospecting How To Decision Maker Lead Generation 120

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. What objectives or steps are you taking to meet these goals? ” or “Do you see this feature meeting your needs?”

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Negotiation Buyer Objections Face-to-face 82

Sales Evangelist

MAY 10, 2020

The simplicity and the purity of this fact is the philosophy behind what keeps their business running. Jeff Koser has also built a software business based on software-guided selling. Even if you do meet them and they approve the purchase, the relationship doesn’t usually stay at the power level.

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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.

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Sales Methodology Ideal Customer Profile Sales Qualified Lead Lead Rank 52

Mindtickle

MARCH 1, 2024

The right technology is key to enterprise sales, so we’ll also look closely at some of the best software that winning organizations use to power their success. Each stage is essential to a successful enterprise software sales strategy. Of course, completing enterprise software sales training doesn’t guarantee success in the field.

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Enterprise Enterprise Software Software 52

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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Consultative Selling Trends Selling Skills Training 99

Sales Hacker

JUNE 19, 2019

Transactional selling. Solution selling. Consultative selling. Provocative selling. Today’s chatbots can integrate with your CRM software, so you can essentially configure it to be a “leadbot.” Before we dive in, you may be wondering whether live chat is right for your sales methodology.

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Campaigns Top of Funnel Lead Gen Scale 94

SBI

DECEMBER 4, 2012

And soon, PowerPoint became the 4 th application in Microsoft’s market-share dominating software suite. Reps must manage logistics of dial-in numbers, meeting codes, and storage of presentations. They must also deal with technical issues when meeting participants have trouble dialing in. It was indeed possible.

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SBI

JULY 24, 2012

For me personally, LinkedIn, Focus, Twitter, Blogs, email, online-meetings, and yes, the ubiquitous and indispensible phone, are the tools I have used to build not only a thriving company, but an incredible and vibrant network of friends. Naturally, I do not always have the good fortune to meet people in person.

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SBI

AUGUST 28, 2012

Technology:Tools—both hardware and software—used to execute on the processes. Run more effective, and less problematic online meetings with prospects. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools.

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SBI

APRIL 2, 2013

” Salespeople have to actually ‘sell’ At its basic level, selling is nothing more than performing the right combination of tasks to convert the prospect’s interest into a bona fide opportunity and to win the business. Salespeople do other things besides sell.

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Revenue VanillaSoft SAP Decision Maker 129

SBI

SEPTEMBER 18, 2012

If they fail to meet your primary criteria for an ideal prospect you should carefully re-think your benchmarks to determine if they are merely a distraction, or whether they still qualify as a positive focus of your time and energy. He already has plenty of potential prospects in his arsenal that meet his ideal customer profile.

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Ideal Customer Profile Objections Prospecting Sales Qualified Lead 125

SBI

OCTOBER 16, 2012

And the small number of exhibitors means attendees have plenty time for quality conversations with solution providers and to learn first-hand, how they might impact sales. Of course I am keen on seeing and meeting with the exhibitors that are on hand. Let’s meet up. Special note: Are you attending? Hope to see you there!

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Conference Social Selling Data Marketing 131

SBI

JANUARY 22, 2013

Admittedly, simply spending greater sales energy on meeting with prospects is not enough to catapult revenue if other factors don’t remain the same. 1] Smart Selling Tools “Sales Efficiency Principle” Author, Nancy Nardin is the foremost expert in sales productivity tools.

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Energy Revenue How To ROI 138

The ROI Guy

JULY 9, 2013

Enterprise software remains a bright spot as organizations strive to use software to automate business processes and improve productivity, Emerging investments in mobility, cloud and big data ramping up, but not yet “crossing the chasm” and as such, failing to make up for the growth shortfall.

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SBI

FEBRUARY 12, 2013

LinkedIn , for one, has greatly increased our ability to stay connected to former colleagues and friends, and to meet others that share connections or interests. Much as it is one of the best tools for the task, social selling isn’t just about using LinkedIn effectively. What has changed, however, is the scale.

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Social Selling Scale Webinar Metrics Networking 135

SBI

MARCH 19, 2013

Not meeting expectations for developing leads and converting them into prospects. iMeet - Build stronger, trusted relationships with video meetings. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools.

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Sales Tools Tools Decision Maker Cold Calling 126

SBI

SEPTEMBER 4, 2012

Get the meeting. Then prepare yourself properly to conduct the most successful meeting possible. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. It is a targeted account for a reason.

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Revenue Handbook Face-to-face Penetration 101

SBI

FEBRUARY 26, 2013

Just because you’re in the field doesn’t mean every meeting will take place in person. With all that speed, it’s no longer acceptable to reps (or their prospects) to have to download software each time they want to conduct a presentation. Online presentations. Remote reps need the ability to give online presentations too.

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Collateral Revelation Trends CRM 115

SalesLoft

OCTOBER 9, 2012

It’s focused on being the advisor in each sale and working your customers towards improving their roles through new solutions. Solution Selling (Mike Bosworth). He made a big splash at enterprise software powerhouse MSA and shares a solid process on how to land large 6+ figure deals here.

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SBI

NOVEMBER 27, 2012

Ultimately, the entire process can give the reps what they actually require to meet their targets, and you will become more aware and responsive to their needs, so that everyone can obtain maximized results. [1] 1] Forrester research. [2] 2] CSO Insights. Author, Nancy Nardin is the foremost expert in sales productivity tools.

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Hubspot Sales

JUNE 22, 2018

Even though it's faster and more efficient for you, it's not nearly as effective as a call or a meeting. Pete : Of course, I would be remiss if I didn’t say that HubSpot’s sales software enables this.). LR : If the buyer is ready to schedule a phone call, give them the option of doing an online meeting with video instead.

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Buyer Prospecting Top of Funnel Ideal Customer Profile 106

Tony Hughes

FEBRUARY 22, 2018

Where I'm going with this is that Trigger Event selling is a science irrespective of technological channel. Challenger Selling is somewhat of a remix of recurring themes which renders Solution Selling, Strategic Selling, BattlePlan, Insight Selling and Consultative Selling absolutely more valid than ever.

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Social Selling Call-back Up-Sell Ideal Customer Profile 66

Insight Demand

MARCH 27, 2017

When I taught solution selling, it was my experience that most salespeople couldn’t apply it in the field because actual customers don’t sequentially follow the questioning model like they do in role plays. I understand why it’s scary for salespeople to meet with c-level executives. He said “We’re in the volume business.

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Training Lead Rank Face-to-face Call-back 20

Mindtickle

SEPTEMBER 13, 2023

The most successful sales organizations are adopting a consultative selling approach to meet buyers’ lofting expectations – and start closing more deals, faster. In this post, we’ll explore what consultative selling is, how it differs from traditional selling, and how it can set your organization apart from the competition.

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Consultative Selling Closing Collateral Buyer 59

The ROI Guy

FEBRUARY 2, 2011

says there's more back and forth with different departments when making decisions with more meetings face-to-face and options getting heavier scrutiny. Nancy Cooper, finance chief of software developer CA Technologies, based in Islandia, N.Y., now finds herself at marketing meetings.

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Buying Cycle ROI Journal Case Study 45