Product Management University
FEBRUARY 15, 2023
Solution selling is like vanilla ice cream. Aspirational selling is a more tantalizing flavor that separates you from the pack and makes your products the clear choice. Aspirational selling is a more tantalizing flavor that separates you from the pack and makes your products the clear choice. What is Solution Selling?
Product Management University
MARCH 23, 2023
If you’re a pre-sales solution consultant or sales engineer, falling into the trap of telling vs selling can happen before you even know it, even though your intentions are always on the mark to start the demo. The telling demos are more like an introductory training class on the product versus a sales presentation.
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SBI Growth
NOVEMBER 26, 2012
In 2012 our consultants attended 438 live sales calls. Two weeks ago, we participated in the worst sales call of the year. The story begins with the EVP of Sales of a large technology company. The purpose of the engagement was to understand why The Challenger Sale was not working. I hope to help you avoid some mistakes.
Highspot
JANUARY 9, 2024
What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?
Gong.io
JULY 18, 2022
Too often, sales reps jump straight into their pitch without even considering their prospects’ needs or asking what they’re looking for. And in most cases, that’s a losing sales strategy. How can you position your solution and boost your win rates? That’s where Solution Selling comes in. What is Solution Selling?
Partners in Excellence
JULY 21, 2012
In the latest issue of the Harvard Business Review, the folks at the Conference Board have declared “The End Of Solutions Sales.” ” While, I suppose, it stirs up the pot to declare the end of Solutions Selling and may sell more workshops or consulting services, in the end I think it is wordsmithing and positioning.
Miller Heiman Group
JULY 11, 2018
Forty years ago, Strategic Selling® changed the sales industry forever, giving organizations a powerful and proven methodology to win complex deals and create stronger customer relationships. Now, we’re changing the sales industry again by introducing an update to our core methodology to meet the challenges of today’s sales industry.
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