Solution selling for the modern sales team

PandaDoc

Solution selling has earned itself a bad rap in recent years as buyer behaviors and the role of the sales rep have both changed drastically. Solution selling still has tremendous value for today’s sales team when adapted for the way that today’s prospects want to buy.

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

15 Quick Solution Selling Tips to Close More Sales

Marc Wayshak

Solution selling in today’s market is the single best way to close more sales. Check out these 15 quick solution selling tips to beat your goals this year. The post 15 Quick Solution Selling Tips to Close More Sales appeared first on Sales Speaker Marc Wayshak.

Solution Selling vs The Challenger Sale

Membrain

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.

Tech Sales – The shift from product selling, through solution selling, to customer needs selling

Artesian Solutions

Tech Sales – The shift from product selling, through solution selling, to customer needs selling. Definition of customer needs selling. Objective: Establish a need before initiating any selling activity”. How to make a success out of customer needs selling.

The New Solution Selling: Accelerating Results

The Brooks Group

You hear the word “ solution ” a lot. Everyone offers some kind of a solution. Whether you sell a complex piece of computer equipment or a handkerchief, you have a solution. So does that mean everyone's "solutions" make actual SOLUTIONS as meaningless as self-described great customer service ? light went off for me at Selling Power Magazine’s recent Sales Leadership Conference. It’s no longer just about the solution.

How to Magically Move Prospects into a Buying State of Mind

Understanding the Sales Force

Over the past 10-20 years, we have seen and heard the following proclamations (and you can find most of them with this Google search link: Consultative Selling solution selling Relationship Selling inbound SPIN Selling outbound AI

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

Sales Gravy

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

Improper Use of BANT Will Cause You to Kill Opportunities

Understanding the Sales Force

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.

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! ]].

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.

How to Solve Problems in Sales: Master the Art of Conversation

criteria for success

Sales Leaders Sales Success ask client problems conversation discovery listen problem solving problems in sales prospect problems questions Sales sales tips solution selling solutions solve support talkAre you a sales leader looking to help your team solve problems in sales?

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

How to Prevent Your Next SaaS Demo Going Silent

Sales Readiness Group

Presenting Solutions Selling SkillsOn this Q&A episode: "What's the best way to follow-up with a demo? Even though m y demos go really well, the prospect seems to go silent after we meet".

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! ]].

12 traps to avoid becoming a ‘Professional Visitor’

Sue Barrett

Complex Selling & Transactional Selling Key Account Management Opportunity Prospecting Sales Culture Solution Selling

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.

Will You Make Quota? What To Do If You’re Sweating It This Year

SalesLatitude

Being in this position can be extremely harrowing, especially if you sell large, complex solutions that take 9+ months to close. If your fiscal year ends December 31, you are now a bit past the mid-year point to make quota. How are you doing?

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The rise of Ethical Selling in the new world order: The history of Sales Methodologies, revised & updated

Sue Barrett

Selling is a hot topic, especially the louder calls for more ethical, fairer, purpose driven business and selling practices. The post The rise of Ethical Selling in the new world order: The history of Sales Methodologies, revised & updated appeared first on Barrett Sales Blog. Attitudes & Behaviours Education in Sales Ethics & Values Selling Better Solution Selling

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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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.

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

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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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.

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 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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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

Quota 136

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 “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.

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.

Let’s Talk Sales! Interview with Deb Calvert – Episode 101

criteria for success

Deb is the Founder of The Sales Experts Channel and is the President of People First Productivity Solutions. In today's episode, we talk to Deb Calvert about her books Stop Selling & Start Leading and DISCOVER Questions®, The Sales Experts Channel, and her experience as a coach and [ ] The post Let’s Talk Sales! Deb is the Founder of The Sales Experts Channel and is the President of People First Productivity Solutions. selling talking sales

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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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.

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.

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.

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.

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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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?’

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.