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

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.

Trending Sources

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.

Why Inbound and Inside Sales Experts Think Sales Process is Dead Too

Understanding the Sales Force

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.

4 Great Sales Lessons from a Notre Dame Commencement Ceremony

Understanding the Sales Force

Dave Kurlan sales process solution selling SPIN Selling notre dame joe biden sales software selling has changed martin dempsey john boehner

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.

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.

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.

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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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

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.

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.

Gartner Guest Post: Selling Solutions Means What Exactly?

Jonathan Farrington

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 sellssolutions’ yet defining what that really means was inconsistent at best.

Exact 99

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?’

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 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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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.

The Secret Path to Successful Sales Calls

Smart Selling Tools

Many reps will ask questions until they get a response that allows them to (prematurely) pivot the conversation toward their solution. Sales Effectiveness decision influencers lead generation opportunity management sales leads Sales Process Sales Prospecting sales techniques solution selling

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’.

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.

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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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.

Sales 3.0: The End of The Road for The Autonomous Sales Rep

Smart Selling Tools

didn’t address or affect this aspect of selling. ” This ‘Darwinian’ modification in the way reps sell was brought on by the transformation in not only how people buy, but when.

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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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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.

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.

30 Seconds Matter: How Sales Tools Deliver Revenue Growth

Smart Selling Tools

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.

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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.

5 New Rules for Selling to Prospects Late in the Buying Cycle

Smart Selling Tools

It is not uncommon today for decision makers to avoid talking with a salesperson early in the sales cycle thinking, somewhat erroneously, that they are able to diagnose their own needs and to then seek and find the best solutions through their own investigation.

A Sad Farewell

Smart Selling Tools

Ken built VanillaSoft into a wildly successful company offering a powerful InsideSales CRM Lead management solution. 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.

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?

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).

The Evolution of Sales Tools and the Efficiency Paradox

Smart Selling Tools

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.

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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.

Get these 3 Sales Fundamentals Wrong and it Will Eventually Kill Your Business

Smart Selling Tools

Lead progression, as a process, includes identifying, assessing, assigning, responding, selling, tracking, and nurturing leads; and determining which key segments of that process are working, and which are not. Prospect progression includes questioning, presenting, listening, understanding, and educating prospects so you can identify opportunities based on the situation unique to each, and communicate exactly why your solution is worthy of their attention and action.

Lead Progression: The first element of the Sales Cycle Triad

Smart Selling Tools

Lead progression, the first element of the Sales Cycle Triad includes identifying, assessing, assigning, responding, selling, tracking, and nurturing leads.

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Smart Selling Tools

Protect your valuable selling time. Have you ever left a meeting where the prospect was over-the-moon about your solution? But there were action items in the form of hoops to jump through (can you make it work with my current solution, any chance to get this in a—fill in the blank?)

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?