Solution Selling

Accent Technologies

The post Solution Selling appeared first on Accent Technologies. Uncategorised

The Difference Between Gap Selling and Solutions Selling

A Sales Guy

Gap Selling has been out for over a year now and one of the most common questions I’m asked is, how is Gap Selling different than Solution Selling. Here’s the money quote from the article as it relates to Solutions Selling: Under the conventional solution-selling method that has prevailed since the 1980s, salespeople are trained to align a solution with an acknowledged customer need and demonstrate why it is better than the competition’s.

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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

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. Blog solution selling

Product Versus Solution Selling

Partners in Excellence

It must be that time of year, but recently I’ve gotten a number of queries from thoughtful executives: “Dave, we need to transform the way we sell from product to solution selling……” That statement is always a little confusing to me, naturally I ask, “What does that mean and why do you want to change?” ” Alternatively, I might ask, “What solutions do you have to sell?”

Product Selling vs Solution Selling w/Scott Crosley

InsideSales.com

?? Read on to learn how the prospect theory can help you move from product and solution selling to value selling. RELATED: Creating Value for Customers – 5 Strategies for Value Selling In this article: How the Shift from Product and Solution Selling to Value Selling Began How to Start Selling Value How to Visualize […]. The post Product Selling vs Solution Selling w/Scott Crosley appeared first on The Sales Insider.

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. So is there still value in solution selling that can be harnessed if this classic sales philosophy is approached with a fresher, modernized mindset? Solution selling still has tremendous value for today’s sales team when adapted for the way that today’s prospects want to buy.

#106: Mike Bosworth of Solution Selling – Creating a Sales Experience Your Customers Will Thank You For

Xvoyant

Mike Bosworth, author and founder of Solution Selling, talks about the concerns buyers go through in the sales process, and how you can manage those concerns. Buyer phases go from emotional to logical to emotional again, and navigating through these phases can be challenging for unprepared salespeople. Learn how you can build a better relationship with your customers and help them reach their own visions of success. podcast customer value vision

Product Selling vs Solution Selling w/Scott Crosley

InsideSales.com

? ?. Read on to learn how the prospect theory can help you move from product and solution selling to value selling. RELATED: Creating Value for Customers – 5 Strategies for Value Selling. In this article: How the Shift from Product and Solution Selling to Value Selling Began. How to Start Selling Value. How to Visualize the Value of What You’re Selling. Changing the Conversation to Deliver Value in Selling.

False Choices: Transactional Versus Solution Selling Approaches

Partners in Excellence

There are questions of, “should we be transactional, product, solutions, consultative focused?” ” Others have a biased view based on what they perceive as the complexity and impact of their offerings, “We want to be a high value add partner and want a solutions based approach to selling.” We don’t choose how we sell, rather we must choose how we effectively and efficiently respond to the way our customers buy.

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. Yet I believe truly top sales performers in solution selling will always present the case for a return on investment provided they did their research and their solutions are not smoking mirrors.

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. Over the years technology companies have realised selling with a product focus, i.e. showing and talking about their product or service, its features, advantages and benefits is no longer sustainable, particularly for those selling hardware, where margins are small and competition is high. Definition of customer needs 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. That a stunning diamond ring would be a better solution to my problem because it’s a long-lasting and tangible reminder of my accomplishments. Problem vs Solution 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.

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

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! ]].

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 AIMost lies are truths to the people who state them. Take climate change for example. Climate change is clearly a real thing. The planet has been warming exponentially since the ice age!

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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! ]].

Selling During COVID-19: How to Be a Video Master | Sales Strategies

Engage Selling

In today’s selling environment, we’re using video more than ever before. While I’m not going to delve into the specific platform or … Read More » Observations from the real World Sales Tips Colleen Francis coronavirus sales coronavius reopenings covid 19 reopenings COVID-19 covid-19 selling covid19 business covid19 sales Engage Selling Engage Selling Solutions Selling During COVID-19: How to Be a Video Master | Sales Strategies video conferencing Video Conten

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. OK, that's still a sales process and it has some validity if you have weak salespeople that sell to large companies where you can't impact or change anything relative to how they buy.

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? Focus on enabling them to master the art of conversation. I find that a personal approach works well in sales. Forget pitching, overturning objections, and all of the logistics you have learned about.

How to Be Ready to Serve Customers in the New Normal

Integrity Solutions

The post How to Be Ready to Serve Customers in the New Normal appeared first on Integrity Solutions. Blog Customer Service Sales Performance Consultative Selling customer engagement Customer Experience employee engagement employee experience Sales Coaching sales culture sales effectiveness sales performance sales skills sales teams Sales Tips sales training selling culture selling skills selling tips solution selling Teams performance

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".

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 boehnerWe were fortunate to be in the audience for the 2016 Notre Dame Commencement where Vice President Joe Biden , former Speaker of the House, John Boehner , and former Joint Chiefs of Staff and retired 4-Star General, Martin Dempsey were among the speakers.

The Holy Trinity of Selling

Sue Barrett

The profession of selling requires a whole range […]. The post The Holy Trinity of Selling appeared first on Barrett Sales Blog. Attitudes & Behaviours Business Acumen Buying Collaboration Common Ground Communication Ethics & Values Opportunity Sales Skills Sales Talent Solution SellingThis post has been inspired by my colleague, Ben Shute, who I work arm in arm with bridging the divide between sales and procurement.

Selling Better, Faster using Real Time Sales Education

Sue Barrett

The post Selling Better, Faster using Real Time Sales Education appeared first on Barrett Sales Blog. Coaching Collaboration Customer Service Education in Sales Environment & Sustainability Optimism Sales Coaching Sales Driven Organisations Sales performance Sales Process Map Sales Results Sales Skills Sales Training Selling Better Solution SellingI’m feeling elated. I’m feeling vindicated.

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. Just in case you’re thinking that the Challenger selling approach sounds an awful lot like Solution Selling, the authors make a clear argument that it is not. The Solution Selling approach is more about questioning.

12 traps to avoid becoming a ‘Professional Visitor’

Sue Barrett

Complex Selling & Transactional Selling Key Account Management Opportunity Prospecting Sales Culture Solution SellingI recently read a research paper from the US market that stated more and more sales teams are relying on renewals in revenue from their existing accounts which is giving them around 70 per cent of their annual sales revenues. On one hand this sounds like good news. Sales teams understand the importance of retaining […].

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. Sales Forecasting Sales Pipeline 3x quota chasing the wrong deals close bigger deals close deals faster complex solution selling high quality pipeline how to make sales quota proactive selling sales pipeline tipsIf 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. Sales Effectiveness decision influencers lead generation methodical approaches opportunity management revenue velocity sales leads Sales Process Sales Prospecting sales techniques solution selling Plain and simple – except we know that for most sales leaders and business owners it’s in fact, very complex.

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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

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 The title of my post is a play on one of the most famous advertising headlines of all 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. At some point, however, they will make a decision to contact a solution provider and have an actual conversation with a salesperson. You are indeed, if you haven’t considered these four reasons why dumbing it down is the smartest way to sell to buyers.

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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 should be thought of, in my humble opinion, as a means to discover, engage, and interact with potential prospects. Social selling is no longer an option. Social Selling can suck the life out of your selling efforts—if you let it.

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. No matter how enthusiastic or ‘on-board’ the buyer is, I recognize that he or she will inevitably find themselves having to sell their decision to internal buying influencers.

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). That’s why, as with home energy audits, it’s useful to have an outside company like Smart Selling Tools perform the evaluation. Sales Energy Audits: How to Increase Revenue by Shifting Your Sales-Energy Use.

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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. Understanding why the answer is no— or more precisely, what’s keeping your team from selling as much as they could be selling—is the key to radically increasing revenue in the future. 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 105

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. As Nancy Bleeke writes in her new book, “ Conversations That Sell ” the purpose of every conversation is to get the prospect to either do or decide something.

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. 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.