“The End Of Solutions Sales”

Partners in Excellence

In the latest issue of the Harvard Business Review, the folks at the Conference Board have declared “The End Of Solutions Sales.” ” While, I suppose, it stirs up the pot to declare the end of Solutions Selling and may sell more workshops or consulting services, in the end I think it is wordsmithing and positioning. Yes, I said provide customers solutions to their problems. I like Solutions/Consultative/Customer Focused Selling!

The Worst Sales Call of 2012

Sales Benchmark Index

In 2011, this company replaced its Solution Selling methodology with The Challenger Sales approach. You only care about selling your piece. Insight Selling” better be, well, insightful. Success requires a lot more than reading a book and attending some workshops. In 2012 our consultants attended 438 live sales calls. Two weeks ago, we participated in the worst sales call of the year. I thought I would share this story with you.

Strategic Selling with Perspective: Defining the Next Generation of Sales Models

Miller Heiman Group

Forty years ago, Strategic Selling® changed the sales industry forever, giving organizations a powerful and proven methodology to win complex deals and create stronger customer relationships. How Strategic Selling® revolutionized sales. To quash the competition, Xerox developed Professional Selling Skills (PSS), a formal sales methodology the company used to train its own sales reps that was later sold to other organizations (and eventually acquired by Miller Heiman Group).

Sales Training Article with 3 Profit-Killing Beliefs about Selling

Customer Centric Selling

Sales Training Article: 3 Profit-Killing Beliefs about Selling By Geoffrey James, INC. Sales Source If your beliefs about selling are broken, your company will fail, sooner rather than later. Selling means winning new business. Selling requires pitching the product.

The Pipeline ? Reports of the Death of the Salesperson Are Greatly.

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. EDGE Selling. Gap Selling. Interactive Selling.

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Provocation-Based Selling: Loosening the Status-Quo for Sales Success

The ROI Guy

Moore describes the bad news facing B2B solution providers: Forced to do-more-with-less, most organizations lack formal budgets for new projects, leaving less than 15% in discretionary funds to fund a backlog of projects, likely your proposal.

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Challenge the Status Quo & Create Value With Insight-Based Directed Questions

Insight Demand

No wonder the majority of enterprise sales opportunities end with the customer deciding to stick with the status quo and not buy (see my HBR article When to Sell with Facts and Figures, and When to Appeal to Emotions ). Insight Selling

How To Deliver Insight & Challenge The Status Quo With Questions

Insight Demand

No wonder the majority of enterprise sales opportunities end with the customer deciding to stick with the status quo and not buy (see my HBR article When to Sell with Facts and Figures, and When to Appeal to Emotions ). Insight Selling

CFOs Take More Control: Frugalnomics in Full Effect

The ROI Guy

These executives are often not yet engaged with vendor sales yet, presenting a challenge to engage with CFOs directly via on-line resources, influence peers and advocates to recommend changes and solution ideas, and to enable sales to engage earlier and with more value.

Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

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