Product Versus Solution Selling

Partners in Excellence

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

Solution Selling vs The Challenger Sale


The Challenger Sale is essential reading for anyone in complex B2B selling and many enterprise sales organizations are embracing the concepts. Sales Methodology

In Solution Selling Even a Caveman Can Calculate a Return on Investment”

Increase Sales

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.

A Diamond Ring Ain’t No Big Thing: Problem Selling vs. Solution Selling

Smart Selling Tools

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.

Hiring the New Sales Force: Transition from Solution-Selling to Insight-Selling


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

Sellers and Marketers Overcoming the Status Quo

Smart Selling Tools

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.

Why You Should Only Present Solutions To Needs & Not To Problems

MTD Sales Training

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! ]].

One Size Will Never Fit All

Jonathan Farrington

To be clear, this post is aimed at all those sales training organizations that claim to have an “out-of-the-box” solution which meets the needs of all front-line sales professionals. There is no single one way to sell – different situations, industries, roles, cultures etc.

Why I’m Launching The Sales Productivity University

Smart Selling Tools

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.

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Only Applicable Knowledge Is Power

MTD Sales Training

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! ]].

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My boss laughed when I said I’d get the appointment with the CEO.

Smart Selling Tools

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

Do This One Thing Now: If You Want to Double Revenue in 2014

Smart Selling Tools

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.

Spend more time selling and less time searching

Smart Selling Tools

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.

How Fast Growing Companies can Fuel Your Revenue

Smart Selling Tools

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.

The “Other” 5 Pledges to Radically Increase Revenue

Smart Selling Tools

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.

How to Get Prospects to Remember The Golden Nugget

Smart Selling Tools

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.

2013 will NOT be better than 2012! Unless you do this…

Smart Selling Tools

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.

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Closing Opportunities: The One Factor You Can’t Afford to Ignore

Smart Selling Tools

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.

4 Reasons Dumbing it Down is the Smartest Way to Sell

Smart Selling Tools

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.

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Key Take-aways from 3 Compelling Sessions at #DemandCon

Smart Selling Tools

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.

Increasing Revenue: The ONE Measurement That Matters Most

Smart Selling Tools

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.

Sales Energy Audits: How to Increase Revenue by Shifting Your Sales-Energy Use

Smart Selling Tools

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).

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Sales Team Gamification and the Virtual #SalesSummit

Smart Selling Tools

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.

The Sales Leader Pledge: Will You Take the Oath?

Smart Selling Tools

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.

Sales Lead Management Association Honors

Smart Selling Tools

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?

Why Your Focus on Quota is Killing Revenue Growth

Smart Selling Tools

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

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Social Selling is Personalized Selling: Why it’s No Longer an Option

Smart Selling Tools

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.

Marketing, Sales, and the Power of the OOCH

Smart Selling Tools

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.

Keep Opportunities from Stalling With this One Magic Question

Smart Selling Tools

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.

The 3 Critical Elements for Successful CRM Adoption

Smart Selling Tools

” 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.

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Sales Skill-Sets vs Sales Tool-Sets

Smart Selling Tools

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.

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Content-Marketing Doesn’t Go Far Enough to Drive Sales

Smart Selling Tools

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?’

52 Sales Management Tips – the Sales Manager’s Success Guide

Smart Selling Tools

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. I recently read 52 Sales Management Tips – The Sales Manager’s Success Guide by Steven Rosen.

The Achilles Heel of CRM Adoption (and 2 Ways to Overcome it)

Smart Selling Tools

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.

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Are Your Reps Guilty of This Costly Mistake?

Smart Selling Tools

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?

Six Mobile Apps for Igniting Sales

Smart Selling Tools

The name of the game for mobile reps is to eliminate manual processes that slow them down and devour attention—leaving less time to sell. Esignature solutions are not only about collecting a signature electronically. Mobile reps have unique challenges.

Challenger’s Missing Link by Linda Richardson

Jonathan Farrington

But in the search to replace inadequate models with new models, we can’t go backward and forget the uniqueness of each buyer or the psychology of selling. Salespeople know what their solutions can accomplish. Selling has always been about information.

Growing Revenue: A 3 Step Framework for Acquiring New Business

Smart Selling Tools

New business, to be clear, refers to revenue generated by: Identifying and selling into new accounts, i.e. companies that you haven’t done business with before. Up-selling or cross-selling, i.e. selling more to your current clients.

Social Selling and Big Data at the Upcoming Sales & Marketing 2.0 Conference #S20C

Smart Selling Tools

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.

Is Customer-Centric Selling Dead?

Smart Selling Tools

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’.