Partners in Excellence

DECEMBER 13, 2022

Everyday, I have conversations with a wide variety of people, whether senior corporate executives, sales/marketing leaders, sales enablement/sales ops, front line sales managers, sellers, marketers. Our training programs, our tools, our sales/marketing programs are no longer as impactful as they used to be.

Face-to-face 48

Face-to-face Scale Hiring Sales Enablement 48

Showpad

OCTOBER 17, 2018

They want content that is valuable and a sales experience that solves their problems. Creating better buyer experiences was the theme of “the Future of Sales Enablement,” the Wednesday session at Showtime18 , Europe’s largest sales enablement conference taking place in Ghent.

Buyer 40

Buyer Data Sales Enablement Conference 40

Sales Hacker

JUNE 11, 2019

There are many more than this, but the most popular sales methodologies are: The Challenger Sale. Command of the Sale. Conceptual Selling. Consultative Selling. Customer-Centric Selling. Inbound Selling. NEAT Selling. SNAP Selling. Solution Selling. SPIN Selling.

Sales Methodology 77

Sales Methodology Inbound Lead Rank Consultative Selling 77

The ROI Guy

MARCH 15, 2011

B2B buyers have fundamentally and permanently changed, and the B2B sales and marketing professionals that realize Frugalnomics is in full effect, and change strategies and tactics to fight back, will be the winners over this next decade. Fight Frugalnomics with Outcome Selling? Do buyers think solution selling is working?

Remedy 77

Remedy Lead Rank Vendor Lead Scoring 77

Product Management University

MARCH 23, 2023

Make Every Demo a Selling Demo If you want every sales demo to be a selling demo, contact us about a personalized Product Demo Skills workshop where you’ll learn hands-on demo techniques using your own products and get certified on your ability to do outcome-based product demos. Nailing the Discovery Meeting

Engineering 97

Engineering Sales Cycle Buyer Up-Sell 97

Miller Heiman Group

NOVEMBER 5, 2018

No matter what, sales transformation is a strategic endeavor. Miller Heiman Group CEO Byron Matthews recently spoke to a standing-room-only Dreamforce crowd at the global Sales Enablement Soiree. Sellers who rely on product expertise are seen as less effective and are invited to buying cycles later.

Hiring 64

Hiring Ideal Customer Profile Engineering Face-to-face 64

Janek Performance Group

JULY 6, 2022

I had not noticed it in common sales vernacular. 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.

Sales Methodology 62

Sales Methodology Face-to-face Penetration Buyer 62

Mindtickle

SEPTEMBER 6, 2016

Primarily, it depends on whether their business model is sales led or distribution led. 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.

Field Sales 52

Field Sales Hiring Distribution Sales Enablement 52

Mindtickle

SEPTEMBER 6, 2016

Primarily, it depends on whether their business model is sales led or distribution led. 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.

Field Sales 52

Field Sales Hiring Distribution Sales Enablement 52

Bernadette McClelland

SEPTEMBER 18, 2018

It was a time where my company was the leader in its field, moving the goal posts from analog to digital, where we temporarily lost pole position and bounced back through a myriad of strategies that included leadership through quality, customer delight and world class solution selling. I was truly fortunate.

Lead Rank 170

Lead Rank Lead Scoring Follow-up Exact 170

Highspot

JANUARY 9, 2024

B2C sales, on the other hand, are more about quick transactions and appealing to customers’ emotions. When training B2B sales professionals, it’s important to focus on a skill set that aligns with its unique nature. This includes market understanding, solution selling, and long-term relationship building.

B2B 52

B2B Training Top of Funnel B2C 52

Partners in Excellence

JUNE 5, 2019

If we are sales managers, we know the least effective thing we can do in developing the capabilities of our people to execute is to dictate to them, but help them discover and figure out how to be successful (sadly, too many sales managers and many in sales enablement seem committed to the opposite practice).

Customer 67

Customer Face-to-face Consultative Selling Up-Sell 67

The ROI Guy

SEPTEMBER 20, 2010

In a recent Forrester Sales Enablement blog post, Dean Davison reminisces about his years of selling technology solutions, and how today's successful best practices are so different than those of years past. Technology solutions were new and exciting, and sales lived on the cutting edge of technology.

Marketing 40

Marketing Vendor Solutions Selling B2B 40

Showpad

JUNE 24, 2019

While the enterprise sales definition isn’t clear cut, it’s widely understood that selling to large organizations is far more complex and requires a group effort to offer the best solutions. Selling an enterprise solution that scales.

Enterprise 73

Enterprise Enterprise Scale How To 73

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.

Decision Maker 49

Decision Maker Buyer Solutions Selling Research 49

The ROI Guy

MARCH 30, 2011

If you are in sales and marketing, there is another forecast that is just as promising, especially if you recognize the pending fertile business opportunity and prepare accordingly. Marketing luminary Seth Godin indicates that "No business buys a solution for a problem they don't have."

Marketing 79

Marketing Lead Rank Remedy Forecasting 79

The ROI Guy

MARCH 23, 2011

However, we find that over 30% of vendors and sales professionals still rely on this antique sales approach. Solution Selling: The most common sales approach today with over 60% of sellers, Solution Selling is where vendor’s sales team “seeks out current concerns in a question-and-answer dialogue with customer managers”.

Sage 67

Sage Lead Rank Remedy Microsoft 67

Showpad

JUNE 23, 2019

While the enterprise sales definition isn’t clear cut, it’s widely understood that selling to large organizations is far more complex and requires a group effort to offer the best solutions. Selling an enterprise solution that scales.

Enterprise 40

Enterprise Enterprise Scale Gatekeeper 40

The ROI Guy

NOVEMBER 10, 2014

#2 – Value Story - Empowering Sales with Value Messaging and Quantification According to SiriusDecisions, the #1 reason why sales reps fail to meet quota (for the 3rd year in a row) is their “inability to effectively communicate the value of proposed solutions”. Percent in 2014 Gartner Forecasts 3.1%

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

The ROI Guy

OCTOBER 20, 2010

IT solution providers must recognize this change in order to succeed over the next 5 years - moving from product / solution selling to value sales / marketing strategies - helping buyers quantify the business benefits, return on investment and value advantages of proposed solutions to frugal, economic focused buyers.

ROI 40

ROI Forecasting Vendor Comparison 40

Corporate Visions

MAY 22, 2019

Then, they connect those identified needs to corresponding capabilities, in standard “solution selling” fashion. Too often, marketers and salespeople base their messaging on the needs prospects tell them they have. The problem with this approach?

Strategy 103

Strategy Ideal Customer Profile Lead Rank Lead Scoring 103

The ROI Guy

FEBRUARY 15, 2013

I think this question needs to go into the nearest bucket along with “Is Solution Selling Dead?” As Jim Ninivaggi, Sales Enablement Services Director for Sirius Decisions so aptly said in our last webinar , “I think what is dead is calling something dead.” Are ROI Calculators Dead? and “Are Personas Dead?”.

ROI 69

ROI Ideal Customer Profile Analysis Proposal 69

The ROI Guy

JANUARY 16, 2014

. #2 - Empower Sales with Value Storytelling and Quantification According to SiriusDecisions, the #1 reason why sales professionals fail to meet quota (for the 3 rd year in a row) is their “inability to effectively communicate the value of proposed solutions”. Sources: • Gartner Forecasts 3.1%

Forecasting 92

Forecasting Proposal Decision Maker ROI 92

SBI

OCTOBER 16, 2012

How Gamification Leads to Improved Sales Performance. Challenge Your Company to Think Differently about Sales Enablement. Sales Management. Your Crystal Ball: What This Year’s Sales Incentives Tell You about 2013. Calling All Sales Leaders: How to Build and Maintain a Successful Sales Organization.

Conference 131

Conference Social Selling Data Marketing 131

The ROI Guy

APRIL 14, 2015

#2 – Empowering Sales with Value Messaging and Quantification According to SiriusDecisions, the #1 reason why sales reps fail to meet quota (for the 4th year in a row) is their “inability to effectively communicate the value of proposed solutions”. Percent in 2014 Gartner Forecasts 3.1%

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

The ROI Guy

DECEMBER 6, 2010

These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets. From our research and best practices work with leading B2B sales and marketing groups, Alinean provides its top 5 predictions for 2011: 1. Latest Research. Let the Good Times Roll?

ROI 40

ROI B2B Social Media Buying Cycle 40

The ROI Guy

JULY 15, 2015

#2 – Empowering Sales with Value Messaging and Quantification According to SiriusDecisions, the #1 reason why sales reps fail to meet quota (for the 4th year in a row) is their “inability to effectively articulate the value of proposed solutions”. Sources: Gartner Says Worldwide IT Spending to Decline 5.5%

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

The ROI Guy

MARCH 1, 2016

Sitting in on typical sales presentations and you can see that most are product pitches or pseudo-solution selling, asking a few questions and then jumping into canned “death by PowerPoint” presentations. Unfortunately, despite best efforts, this is the 5th year in a row this has been the top quota issue.

ROI 53

ROI Decision Maker Proposal Forecasting 53

SBI

MAY 26, 2020

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. Not long ago, buying experience was only about consumer-facing sales, while B2B was all about solution selling. Look at sales enablement and sales engagement platforms that have shown up to 600% ROI. What drives the highest engagement?

Scale 140

Scale Hotels Analytics Buyer 140

The ROI Guy

OCTOBER 5, 2011

A Demand-Gen Report interview with Thomas Pisello, The ROI Guy, Chairman & Founder of diagnostic / ROI sales tool provider Alinean Inc. Can you speak to how the changing buyer has increased the need for sophisticated sales enablement solutions? What are some of the key benefits of sales enablement technology?

Sales Enablement 45

Sales Enablement Report Tools ROI 45

The ROI Guy

APRIL 8, 2014

. #2 - Empower Sales with Value Storytelling and Quantification According to SiriusDecisions, the #1 reason why sales reps fail to meet quota (for the 3 rd year in a row) is their “inability to effectively communicate the value of proposed solutions”. Sources: Gartner Says Worldwide IT Spending on Pace to Grow 3.2

Forecasting 65

Forecasting ROI Proposal Decision Maker 65

The ROI Guy

NOVEMBER 4, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Provocation-Based Selling: Loosening the Status-Qu.

ROI 45

ROI Buyer Buying Cycle Social Media 45

The ROI Guy

JULY 9, 2013

Empower Sales with Value Storytelling and Quantification According to SiriusDecisions, the number 1 reason why sales professionals fail to meet quota (for the 3 rd year in a row) is their “inability to effectively communicate the value of proposed solutions”. Gartner Says Worldwide IT Spending Forecast to Reach $3.7

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

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. If only the top 20% of salespeople are able to improve from sales training, then why invest limited resources training the rest?

Training 20

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

Insight Demand

JULY 12, 2016

I’m aware of the challenges salespeople experience delivering questions, because I was a partner at a question-based sales methodology for 5 years. 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.

How To 20

How To Transportation Lead Rank Lead Scoring 20

Insight Demand

JULY 12, 2016

I’m aware of the challenges salespeople experience delivering questions, because I was a partner at a question-based sales methodology for 5 years. 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.

Lead Rank 20

Lead Rank Lead Scoring Transportation Call-back 20

Mindtickle

SEPTEMBER 13, 2023

They can also use this software to deliver continuous learning to ensure reps have the skills they need – whether their sales interactions are in the field or virtual. While the benefits are many (we’ll cover some of those benefits later on), it can be a huge shift in mindset for sellers accustomed to traditional, product-focused selling.

Consultative Selling 59

Consultative Selling Closing Collateral Buyer 59