Dave Kurlan Consultative Selling sales process solution selling salesforce.com BANTI received an email asking me to check out an article on the Salesforce.com blog that features an infographic they hoped I would promote. MORE
It is not selling however. You need salespeople to sell. And salespeople need their own content designed to support their selling process. Let’s call this ‘Content-Selling.’ So who’s in charge of the content piece of ‘content-selling?’ MORE
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. There isn’t a better source of prospect insight if you sell to IT buyers. MORE
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. MORE
Sales Mindset dont push benefits pull out problems sales stories solution sellingI believe someone once said that knowledge is power. I beg to differ however. It is really only applicable knowledge that is power. As a professional sales person, you can have all of the knowledge. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. MORE
” As one would expect, this empirical necessity surely indicates that reps want CRM to help make their job easier and faster so they can sell more. Ensure that the system actually helps reps to sell more. MORE
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. Are your reps guilty of this costly mistake? MORE
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 is no longer an option. MORE
You aren’t in a position to be able to steer the customer to a productive, resolution oriented solution. Finally, for each problem ask yourself how much you know about the problem, it’s root cause, how it comes to be, potential solutions, others that have it, why it exists etc. MORE
A posting over at LinkedIn Group asked if the members were witnessing a lack of return on investment (ROI) in solution selling. solution-selling. This failure has also been transferred to many who are engaged in solution selling. MORE
The fundamental premise of The Challenger Sale, published in 2011, is that most customer loyalty is a function of how you sell, not what you sell. The authors challenge the notion that solution selling works in today’s B2B world. MORE
Her blog was entitled, “ Are you selling or searching.”. They might want to know what salespeople have sold to similar companies and what the key selling points were. I read a post this week by Colleen Honan of OneSource. Colleen is the SVP of Sales and Service for OneSource. MORE
Through current technology and pre-hire survey methodologies based on behavioral science, employers have a consistent, reliable, and efficient means of checking references. As a result, they will encounter fewer surprises during the interview proc MORE
The first revenue-numbing fact is that 65% of a sales rep’s time is spent NOT doing what they are ultimately paid for—selling [1]. According to studies, the ratio of time spent on non-selling tasks to time spent on selling tasks is 65/35. MORE
Sell more? Join me on December 13 th , for a live webinar hosted by Social Selling University. 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. MORE
The Challenger Sale is essential reading for anyone in complex B2B selling and many enterprise sales organizations are embracing the concepts. Sales Methodology MORE
It tells you what they should be selling. It doesn’t tell you whether they’re selling as much as they could be. Salespeople have 215 selling days or 1720 hours a year to sell. Their available selling time goes from 50 hours a month to 71.6 MORE
Sellers have only 8 hours a day, 215 (selling) days a year. Salespeople do other things besides sell. But here’s the problem with KPIs: they don’t tell you whether reps could be selling more and what’s preventing that from happening. MORE
As a rule-of-thumb, we estimate there are 215 selling days totaling 1720 hours per rep. The end-goal is to reduce the energy waste (sales capacity spent on non-selling tasks) and increase the output of your use of energy (revenue). MORE
CRM should help salespeople sell more — either by helping them to get more done in less time, or by helping them to spend their time more wisely and effectively. I will honor salespeoples’ complaints about CRM and learn what’s needed to actually help them sell more. MORE
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. If all you have is a hammer, everything starts to look like a nail. MORE
Prospects lose focus (on your products or solutions and the value they bring). If your solution isn’t applicable to companies under a certain size, don’t call them! There’s something watching our every move. MORE
So what selling style is most effective? 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. And the buyers who prefer this approach jumps to 50% when you are selling to the IT and marketing departments. MORE
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. You can select and provision for sales tools that will make it possible for reps to sell more. MORE
At Smart Selling Tools , our goal is to make it easy to find tools that will improve sales productivity. Plain and simple – except we know that for most sales leaders and business owners it’s in fact, very complex. MORE
Lori Richardson of Score More Sales , and Barb Giamanco of Social Centered Selling. Sales Effectiveness decision influencers lead generation methodical approaches opportunity management revenue velocity sales leads Sales Process Sales Prospecting sales techniques solution selling MORE
You’re not asking the buyer for a decision on your expense reporting solution. Selling in today’s world involves more than relaying value to your buyer. You goal is not to sell some one something. MORE
Spend 30 minutes less each day on non-selling activities and you will end up with 14 days of extra selling time. There can be no real debate on what those extra days of productive selling efforts (nearly 3 weeks’ worth of selling time) can mean for a company’s revenue. MORE
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. MORE
Most interesting stat: Every day, 50,000 new, unique users sign up for Docusign’s esignature solution (27million users to-date). I just returned from attending DemandCon in San Francisco. MORE
Now that it’s time for them to articulate why your solution seems so perfect, they can’t put their mental finger on it. You know everything there is to know about your products. MORE
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. Does your business success depend on leads? MORE
Buyers often need help understanding available options for solving their business challenges as well as what they should consider when talking with potential solution providers. They don’t care to know everything you know about your solutions. MORE
Continuing on the theme of the “ Future of IT Sales ” there was one thing which became abundantly clear during all my conversations with sales leaders — everyone sells ‘solutions’ yet defining what that really means was inconsistent at best. MORE
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. 1. Marketing is Selling. MORE
Our topic was social selling and whether, and to what degree, salespeople should participate in social networking activities. SPIFs (Sales Performance Incentive Funds) are commonly used to incentivize salespeople to sell more of a particular product in a given period of time. MORE
Usually the response is “Customers want solutions not products… ” My response is, “I get that, but what do you mean when you want to move from product selling to solutions?” Future Of Buying Insight Selling Sales Process Sales Strategies MORE
Dave Kurlan sales process solution selling SPIN Selling notre dame joe biden sales software selling has changed martin dempsey john boehner MORE
Consultative Selling customer needs solution selling tips for sales people “He keeps talking in techno waffle! I don‘t understand half of what he says. I’ve got a simple problem that needs solving, not something that requires a Rocket Scientist!“ “ -. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. MORE
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. MORE
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. One of the most frustrating problems for any sales rep is when a prospect’s interest switches from hot to cold. MORE
Social Selling and Big Data at the Upcoming Sales & Marketing 2.0 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. MORE
Customer-centric selling is based on the principle that reps must play a critical role in helping prospects discover and quantify their problems. If customer-centric selling is about authentic, value-add sales conversations, how on earth could it be considered ‘dead’. MORE
Solutions Selling Related Topics Partners in Excellence
NOVEMBER 29, 2017
Usually the response is “Customers want solutions not products… ” My response is, “I get that, but what do you mean when you want to move from product selling to solutions?” Future Of Buying Insight Selling Sales Process Sales Strategies
Increase Sales
JUNE 24, 2013
A posting over at LinkedIn Group asked if the members were witnessing a lack of return on investment (ROI) in solution selling. solution-selling. This failure has also been transferred to many who are engaged in solution selling.
Membrain
JANUARY 14, 2018
The Challenger Sale is essential reading for anyone in complex B2B selling and many enterprise sales organizations are embracing the concepts. Sales Methodology
Smart Selling Tools
AUGUST 12, 2011
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.
SalesGravy
NOVEMBER 19, 2012
Through current technology and pre-hire survey methodologies based on behavioral science, employers have a consistent, reliable, and efficient means of checking references. As a result, they will encounter fewer surprises during the interview proc
MTD Sales Training
MARCH 13, 2014
Consultative Selling customer needs solution selling tips for sales people “He keeps talking in techno waffle! I don‘t understand half of what he says. I’ve got a simple problem that needs solving, not something that requires a Rocket Scientist!“ “ -. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
MTD Sales Training
OCTOBER 31, 2012
Sales Mindset dont push benefits pull out problems sales stories solution sellingI believe someone once said that knowledge is power. I beg to differ however. It is really only applicable knowledge that is power. As a professional sales person, you can have all of the knowledge. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The ROI Guy
FEBRUARY 1, 2018
So what selling style is most effective? 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. And the buyers who prefer this approach jumps to 50% when you are selling to the IT and marketing departments.
Smart Selling Tools
OCTOBER 29, 2014
The fundamental premise of The Challenger Sale, published in 2011, is that most customer loyalty is a function of how you sell, not what you sell. The authors challenge the notion that solution selling works in today’s B2B world.
Smart Selling Tools
APRIL 23, 2013
At Smart Selling Tools , our goal is to make it easy to find tools that will improve sales productivity. Plain and simple – except we know that for most sales leaders and business owners it’s in fact, very complex.
Smart Selling Tools
JUNE 4, 2013
Her blog was entitled, “ Are you selling or searching.”. They might want to know what salespeople have sold to similar companies and what the key selling points were. I read a post this week by Colleen Honan of OneSource. Colleen is the SVP of Sales and Service for OneSource.
Smart Selling Tools
JANUARY 22, 2013
As a rule-of-thumb, we estimate there are 215 selling days totaling 1720 hours per rep. The end-goal is to reduce the energy waste (sales capacity spent on non-selling tasks) and increase the output of your use of energy (revenue).
Smart Selling Tools
MAY 14, 2013
Buyers often need help understanding available options for solving their business challenges as well as what they should consider when talking with potential solution providers. They don’t care to know everything you know about your solutions.
Smart Selling Tools
FEBRUARY 5, 2013
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. 1. Marketing is Selling.
Smart Selling Tools
FEBRUARY 12, 2013
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 is no longer an option.
Smart Selling Tools
JULY 16, 2013
It tells you what they should be selling. It doesn’t tell you whether they’re selling as much as they could be. Salespeople have 215 selling days or 1720 hours a year to sell. Their available selling time goes from 50 hours a month to 71.6
Smart Selling Tools
APRIL 9, 2013
Lori Richardson of Score More Sales , and Barb Giamanco of Social Centered Selling. Sales Effectiveness decision influencers lead generation methodical approaches opportunity management revenue velocity sales leads Sales Process Sales Prospecting sales techniques solution selling
Smart Selling Tools
MAY 7, 2013
CRM should help salespeople sell more — either by helping them to get more done in less time, or by helping them to spend their time more wisely and effectively. I will honor salespeoples’ complaints about CRM and learn what’s needed to actually help them sell more.
Smart Selling Tools
MARCH 5, 2013
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. You can select and provision for sales tools that will make it possible for reps to sell more.
Jonathan Farrington
AUGUST 22, 2013
Continuing on the theme of the “ Future of IT Sales ” there was one thing which became abundantly clear during all my conversations with sales leaders — everyone sells ‘solutions’ yet defining what that really means was inconsistent at best.
Smart Selling Tools
APRIL 2, 2013
Sellers have only 8 hours a day, 215 (selling) days a year. Salespeople do other things besides sell. But here’s the problem with KPIs: they don’t tell you whether reps could be selling more and what’s preventing that from happening.
A Sales Guy
MAY 2, 2013
You aren’t in a position to be able to steer the customer to a productive, resolution oriented solution. Finally, for each problem ask yourself how much you know about the problem, it’s root cause, how it comes to be, potential solutions, others that have it, why it exists etc.
Smart Selling Tools
NOVEMBER 27, 2012
The first revenue-numbing fact is that 65% of a sales rep’s time is spent NOT doing what they are ultimately paid for—selling [1]. According to studies, the ratio of time spent on non-selling tasks to time spent on selling tasks is 65/35.
Smart Selling Tools
APRIL 17, 2013
Most interesting stat: Every day, 50,000 new, unique users sign up for Docusign’s esignature solution (27million users to-date). I just returned from attending DemandCon in San Francisco.
Smart Selling Tools
FEBRUARY 19, 2013
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. One of the most frustrating problems for any sales rep is when a prospect’s interest switches from hot to cold.
Smart Selling Tools
JUNE 26, 2012
Spend 30 minutes less each day on non-selling activities and you will end up with 14 days of extra selling time. There can be no real debate on what those extra days of productive selling efforts (nearly 3 weeks’ worth of selling time) can mean for a company’s revenue.
Smart Selling Tools
DECEMBER 11, 2012
Sell more? Join me on December 13 th , for a live webinar hosted by Social Selling University. 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.
Smart Selling Tools
OCTOBER 16, 2012
Social Selling and Big Data at the Upcoming Sales & Marketing 2.0 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.
Smart Selling Tools
APRIL 30, 2013
Prospects lose focus (on your products or solutions and the value they bring). If your solution isn’t applicable to companies under a certain size, don’t call them! There’s something watching our every move.
Smart Selling Tools
MARCH 19, 2013
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. If all you have is a hammer, everything starts to look like a nail.
Smart Selling Tools
MARCH 26, 2013
You’re not asking the buyer for a decision on your expense reporting solution. Selling in today’s world involves more than relaying value to your buyer. You goal is not to sell some one something.
Smart Selling Tools
JANUARY 8, 2013
Customer-centric selling is based on the principle that reps must play a critical role in helping prospects discover and quantify their problems. If customer-centric selling is about authentic, value-add sales conversations, how on earth could it be considered ‘dead’.
Smart Selling Tools
MARCH 12, 2013
It is not selling however. You need salespeople to sell. And salespeople need their own content designed to support their selling process. Let’s call this ‘Content-Selling.’ So who’s in charge of the content piece of ‘content-selling?’
Smart Selling Tools
JUNE 25, 2013
Our topic was social selling and whether, and to what degree, salespeople should participate in social networking activities. SPIFs (Sales Performance Incentive Funds) are commonly used to incentivize salespeople to sell more of a particular product in a given period of time.
Smart Selling Tools
MAY 28, 2013
Now that it’s time for them to articulate why your solution seems so perfect, they can’t put their mental finger on it. You know everything there is to know about your products.
Smart Selling Tools
DECEMBER 4, 2012
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.
Smart Selling Tools
OCTOBER 2, 2012
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. Are your reps guilty of this costly mistake?
Smart Selling Tools
JANUARY 29, 2013
” As one would expect, this empirical necessity surely indicates that reps want CRM to help make their job easier and faster so they can sell more. Ensure that the system actually helps reps to sell more.
Smart Selling Tools
NOVEMBER 13, 2012
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. Does your business success depend on leads?
Smart Selling Tools
JUNE 11, 2013
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. There isn’t a better source of prospect insight if you sell to IT buyers.
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