SBI Growth

NOVEMBER 26, 2012

In 2011, this company replaced its Solution Selling methodology with The Challenger Sales approach. 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. Humans are far too complex for some simple tool like this.

Real Estate 323

Real Estate Hiring Banking Ideal Customer Profile 323

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?

Solutions Selling 62

Solutions Selling Ideal Customer Profile Outsourcing Services Sales Methodology 62

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. This includes market understanding, solution selling, and long-term relationship building. This makes B2B sales training more important than ever.

B2B 52

B2B Training Top of Funnel B2C 52

The ROI Guy

MARCH 23, 2011

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”. Provocation-Based Selling Examples So what do provocation-based assessment programs look like?

Sage 67

Sage Lead Rank Remedy Microsoft 67

The ROI Guy

DECEMBER 6, 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. The Death of a Salesman? this year, an increase from 3.1%

ROI 40

ROI B2B Social Media Buying Cycle 40

The ROI Guy

FEBRUARY 2, 2011

Nancy Cooper, finance chief of software developer CA Technologies, based in Islandia, N.Y., However, these busy financial officers often need personalized and specific advice, therefore interactive tools often work best. now finds herself at marketing meetings.

Buying Cycle 45

Buying Cycle ROI Journal Case Study 45

MEDDIC

OCTOBER 19, 2021

Our chat gave me the opportunity to share publicly, for the first time, some of the nuggets I usually only share in my private workshops. They later became VPs at Salesforce at Oracle, at SAP, at different enterprise software companies, and they continued the diffusion. Depending who you’re selling to, how risky it is.

Sales Qualified Lead 52

Sales Qualified Lead Sales Methodology Forecasting Hiring 52