SBI

AUGUST 12, 2011

Problem vs Solution Selling. Problem, then solution, then why “your” solution. Think about what you’re selling. If you sell marketing automation software, are you solving the need for a more effective way to market online? Think about the person who buys your software.

Solutions Selling 69

Solutions Selling Software Software Up-Sell 69

SBI Growth

AUGUST 18, 2013

During the mid-90’s solution selling was all the rage. You see an example of an enterprise software rep’s network. If executed correctly, you will impact the ’13 number. You will instill a new discipline to ensure the ''14 number gets made. You Have Made This Shift Before. To give you context, rewind the clock.

Ideal Customer Profile 308

Ideal Customer Profile Lead Rank Sales Methodology Buyer Persona 308

Highspot

JULY 29, 2024

This guide will explore the depth behind solution selling and how to get started, including practical tips and questions that will help guide your customer-centric relationships. What Is Solution Selling? When Should You Use Solution Selling? Solution Selling vs. Product Selling: What’s the Difference?

Solutions Selling 52

Solutions Selling Face-to-face Decision Maker Buyer Persona 52

Membrain

APRIL 10, 2022

At the peak of my Solution Selling business, in the mid-90s, I was speaking to one of our clients. He was selling highly complex software as a service application to chemical, drug, and oil companies. He was the VP of Sales of an enterprise B2B salesforce of 200 reps, and he was frustrated.

Chemicals 143

Chemicals B2B SalesForce Enterprise 143

Allego

JANUARY 7, 2025

Solution Selling Solution Selling, developed by Frank Watts while an employee at Wang Laboratories, emphasizes identifying a problem the prospect has, and positioning your product or service as the solution. Best Fit: Perfect for industries like real estate or enterprise software, where relationships are key.

Sales Methodology 62

Sales Methodology How To Sales Qualified Lead Hiring 62

SBI

JUNE 4, 2013

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. Without the right tools, how will you unchain your salespeople and give them the freedom to make more sales calls before the year is over?

Engineering 137

Engineering Lead Generation Revenue Influencer 137

Artesian Solutions

MARCH 11, 2019

Tech Sales – The shift from product selling, through solution selling, to customer needs selling. The post Tech Sales – The shift from product selling, through solution selling, to customer needs selling appeared first on Artesian Solutions.

Solutions Selling 45

Solutions Selling Customer Segment Decision Maker 45

SBI

MAY 7, 2013

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. Will you take the oath? Author, Nancy Nardin is the foremost expert in sales productivity tools.

Revenue 131

Revenue Forecasting Lead Generation CRM 131

Partners in Excellence

JUNE 10, 2012

.” It’s a simple notion that is important for every sales person today–whether you sell cars, complex computer systems, complex services. Let me go back to my days of selling computers. We shipped a bunch of boxes (usually blue), software, and cables. We installed those boxes and software.

Banking 103

Banking Software Software Engineering 103

SBI

APRIL 17, 2013

Atri Chatterjee , CMO of Act-On Software took us through the 7 Habits of Highly Effective Marketers. Sales Effectiveness decision influencers lead generation methodical approaches opportunity management revenue velocity sales leads Sales Process Sales Prospecting sales techniques solution selling'

Top of Funnel 127

Top of Funnel Demand Generation Agencies InsideView Demand Generation 127

SBI

JUNE 11, 2013

Fast growing companies need to hire more people, open new offices, and acquire additional hardware, software and services. 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.

Ideal Customer Profile 111

Ideal Customer Profile Revenue Company Decision Maker 111

SBI

APRIL 30, 2013

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. It’s both all at once. Author, Nancy Nardin is the foremost expert in sales productivity tools.

Opportunity 123

Opportunity Closing Influencer Decision Maker 123

Nutshell

SEPTEMBER 18, 2024

Miller Heiman sales process: A step-by-step guide Is the Miller Heiman strategic selling process the right fit for you? The Miller Heiman blue sheet The Miller Heiman sales process and CRM software What is the Miller Heiman sales process? The Miller Heiman sales process was developed by Robert Miller and Stephen Heiman.

Sales Process 126

Sales Process Decision Maker Enterprise Enterprise 126

Hubspot Sales

FEBRUARY 21, 2019

Data reporting software. Invoicing software. Inventory and order management software. This type of personalized communication wasn't possible until recently, and companies can adopt new software and technology as it's created. Some of the most popular sales methodologies are: SPIN Selling. Solution Selling.

Marketing 111

Marketing Ideal Customer Profile Social Media Sales Qualified Lead 111

SBI

MAY 28, 2013

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. Hope you enjoyed your holiday. . Author, Nancy Nardin is the foremost expert in sales productivity tools.

Prospecting 120

Prospecting How To Decision Maker Lead Generation 120

Salesmate

NOVEMBER 25, 2020

The solution selling sales approach. This is a simple sales approach where you discover the prospect’s needs and recommend a solution to address those needs. Unlike the traditional sales approach, solution selling focuses on educating the prospect. Make them visualize how your product can be helpful here.

B2B 111

B2B Social Media Networking Consultative Selling 111

Lessonly

OCTOBER 1, 2021

When you push yourself to learn more and apply your knowledge and experience during the sales process, it looks like: selling based on value, not price, larger, more complex, bespoke deals, and. I didn’t know it then, but I was talking about solution-selling and value-based sales—the fun stuff! Hiring will need to be increased.

Software 48

Software Software Training Hiring 48

SBI

OCTOBER 9, 2012

Freemium pricing models, where software vendors offer a free version of their software, are good examples of this in hands-on-the-wheel action. The idea is that the prospect will use the software, envision the solution track, experience the benefit, get emotionally attached, and then want more. Promotional Videos.

Prospecting 120

Prospecting Infusion Software Software 120

SBI

JUNE 25, 2013

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 Effectiveness sales effectiveness sales techniques solution selling' Nancy can be reached at 916-596-3035.

Hiring 122

Hiring InsideSales Commission Incentive 122

Mindtickle

MARCH 1, 2024

The right technology is key to enterprise sales, so we’ll also look closely at some of the best software that winning organizations use to power their success. Each stage is essential to a successful enterprise software sales strategy. Of course, completing enterprise software sales training doesn’t guarantee success in the field.

Enterprise 52

Enterprise Enterprise Software Software 52

Gong.io

OCTOBER 3, 2022

Sales software . It’s an indicator of profitability in software companies. If you own or lead a software company, you can use the sales efficiency formula as an indicator of profitability. Delivering software is normally inexpensive, but acquiring new customers can be much more costly. . Solution Selling.

Ideal Customer Profile 118

Ideal Customer Profile Buyer Persona How To ROI 118

Hubspot Sales

OCTOBER 23, 2018

Reps won’t break a sweat asking for thousands of dollars from a future customer but second guess themselves when asking for a few hundred dollars from their boss for new software or a professional development seminar. Taking a trial or a demo will give you an idea of how easy or difficult it will be for your team to adopt the software.

How To 107

How To Face-to-face Outbound Lead Scoring 107

Vengreso

JANUARY 22, 2025

One particular post that has captured significant attention is Solution Selling vs Challenger Selling: Which is Best for Your Team? One notable post titled Sales Gamification Tools: The Software Your Sales Team Needs delves into ways to inject fun and motivation into your sales processes. SaaStr Blog by Jason M.

Training 75

Training Top of Funnel Ideal Customer Profile SalesForce 75

SBI

JULY 17, 2012

If they say “I want to make sure I can access the software without being online” answer “yes”(if that’s the case). As undesirable and yet unavoidable as it may be, it is possible to sell late in the buying cycle if you abide by a new set of rules. While they are a new prospect to you, they are not new to your product or service.

Buying Cycle 123

Buying Cycle Prospecting Lead Rank Vendor 123

SBI

AUGUST 28, 2012

Technology:Tools—both hardware and software—used to execute on the processes. 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. Process:Best practices, sales process methodologies, operational workflow.

Revenue 111

Revenue eBook Objections Territories 111

SBI

DECEMBER 11, 2012

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. This is your chance to get a head-start on your 2013 game plan, and make it your best year yet!

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Vendor 125

SBI

JANUARY 22, 2013

1] Smart Selling Tools “Sales Efficiency Principle” Author, Nancy Nardin is the foremost expert in sales productivity 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.

Energy 138

Energy Revenue How To Proposal 138

Sales Hacker

NOVEMBER 15, 2017

Artificial Intelligence (AI) refers to a system of computers, software, machines and processes that simulate certain aspects of human intelligence such as image perception, voice recognition and reasoning. Content Management System (CMS) is a computer program or software application used to create, modify, store and manage digital content.

Lead Rank 105

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 105

SBI

APRIL 2, 2013

Technology Footnote: Tools that are particularly appropriate and relevant to this post are: iQuoteXpress , Front-Row Solutions , SalesDataPro , DiscoverOrg , Gorilla Expense , and VanillaSoft. Author, Nancy Nardin is the foremost expert in sales productivity tools.

Revenue 129

Revenue VanillaSoft SAP Decision Maker 129

SBI

FEBRUARY 19, 2013

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. Author, Nancy Nardin is the foremost expert in sales productivity tools.

Opportunity 128

Opportunity Exercises Call-back Webinar Metrics 128

SBI

FEBRUARY 12, 2013

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. The problem now, is how to engage prospects in a meaningful way against a flurry of competitors for both products and attention.

Social Selling 135

Social Selling Scale Webinar Metrics Networking 135

SBI

DECEMBER 4, 2012

And soon, PowerPoint became the 4 th application in Microsoft’s market-share dominating software suite. 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. It was indeed possible. The Efficiency Paradox.

Sales Tools 128

Sales Tools Tools VanillaSoft Call-back 128

SBI

FEBRUARY 5, 2013

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. Will you take the oath to banish these common obstacles once and for all? Author, Nancy Nardin is the foremost expert in sales productivity tools.

Webinar Metrics 137

Webinar Metrics Influencer Forecasting Decision Maker 137

SBI

NOVEMBER 13, 2012

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. You’ll need to be a member, but it is free to join and worth the time and effort if your business success depends on leads.

Lead Management 114

Lead Management Lead Scoring Lead Rank Sales Qualified Lead 114

Sales Training Connection

DECEMBER 12, 2014

As starters, Mark Hanan established the branding this term in his brilliantly written book Consultative Selling – an early and extremely important work about selling consultatively. Because of the branding, Consultative Selling has become one of the “ings” in our field like: SPIN Selling, Conceptual Selling and Solution Selling?

Consultative Selling 99

Consultative Selling Trends Selling Skills Training 99

Vengreso

JUNE 6, 2023

million software deal. The most effective sales strategy varies depending on industry, target audience, and product or service offering, but a consultative approach that combines solution-based and relationship-focused tactics often leads to higher conversion rates and increased customer satisfaction. What are the 5 selling strategies?

Hiring 87

Hiring Strategy Referrals Sales Qualified Lead 87

Adaptive Business Services

MARCH 23, 2022

What do you feel are the biggest challenges facing salespeople as it pertains to social selling? I used to help teach Solution Selling at an ERP software company. Making the shift to doing more work up front, so the process is easier in the end stages.

Social Selling 101

Social Selling Social Media Twitter Networking 101