SBI

JUNE 26, 2012

Linda wanted to get my thoughts on sales tools and the role they play in today’s sales organizations. The first sales tool I used (other than a rolodex) was the GRiD Systems laptop. It was an exciting time, and it is where my love for sales tools began. Sales Tools Deliver Revenue Growth! per minute.

Sales Tools 133

Sales Tools Revenue Tools Up-Sell 133

SBI

MARCH 19, 2013

Of course, my retort is that you won’t increase sales if you don’t have the right tools to compete more efficiently and effectively. They would ask, “What good is a prospect research tool if reps don’t know how to get a decision maker to engage?” You have to have a hammer.

Sales Tools 126

Sales Tools Tools Decision Maker Cold Calling 126

SBI

DECEMBER 4, 2012

The reason I’m using this absurdly outdated example is to make a point about the drivers behind the evolution of tools and the importance of investing in new tools. Tools (technology and processes) evolve over time primarily from an onward and inevitably pressing need for operational effectiveness and gaining efficiencies.

Sales Tools 128

Sales Tools Tools VanillaSoft Call-back 128

SBI Growth

AUGUST 28, 2012

For example, companies are using antiquated approaches like Solutions Selling rather than focusing on buyer-centric sales processes. In 2010, McKinsey published a study called Solutions Selling: Is the Pain Worth the Gain? In the study, they found 75% of solutions selling implementations fail.

Hiring 267

Hiring Buyer Persona Solutions Selling Buyer 267

Understanding the Sales Force

NOVEMBER 3, 2014

On the other hand, depending on which experts you listen to, sales success boils down to how effective one is with either Inbound, Social Selling, Consultative Selling, Qualifying, Value Selling, Solution Selling, Relationship Selling, acceptance of the Buyer Journey, Sales Process, Sales Methodology, Prospecting, Telesales, Reaching Decision Makers, (..)

Sales Methodology 217

Sales Methodology Inbound Decision Maker Consultative Selling 217

SBI Growth

AUGUST 23, 2013

Results - In a study in 2010 by McKinsey showed that 75% of solution selling projects fail. In this post, you will learn how to build a customized approach to selling a product, service or solution. Download the Sales Process Accelerator Tool to help you get started. Has your sales process? Author: Andrew Urteaga.

Top of Funnel 276

Top of Funnel Competition Buyer Sales Methodology 276

Mindtickle

NOVEMBER 2, 2023

Increasingly, top sellers are adopting a more effective approach: solution selling. Those who do are able to present bespoke solutions that solve their customers’ unique challenges. In this post, we’ll explore what solution selling is, when it’s used, and how it differs from other selling approaches.

Solutions Selling 59

Solutions Selling Ideal Customer Profile Sales Methodology Consultative Selling 59

SBI Growth

APRIL 15, 2013

Spin Selling” and “Solution Selling” are methodologies. The tools are useful and are helping them sell. The process is enabling you to sell on value, not price. You want to measure if it''s firing on all cylinders. Download the Sales Process Evaluation Guide here.

Sales Process 328

Sales Process Forecasting Sales Methodology Sales Cycle 328

Hubspot Sales

JUNE 21, 2022

In this guided selling starter kit, we’ll cover the basics, including how this process works and how it can benefit your business. We’ll also dive into a few guided selling examples, cover some software tools that can help, and finish off with guided selling best practices to get this most from this approach. Clickpoint.

Software 116

Software Software Tools B2C 116

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

Gong.io

JULY 18, 2022

How can you position your solution and boost your win rates? That’s where Solution Selling comes in. In this article, we’ll explain what Solution Selling is, what sets it apart, and how to tell if it’s right for your team. What is Solution Selling? What sets the Solution Selling methodology apart?

Solutions Selling 62

Solutions Selling Ideal Customer Profile Outsourcing Services Sales Methodology 62

Understanding the Sales Force

JUNE 20, 2014

Social Selling It''s one more way to get found, make connections and get introduced. Sales Tools I''m for any tool that will help salespeople to be more productive and effective. These tools include gamification, call technology, email marketing and analytics. And it will work in most industries!

Consultative Selling 275

Consultative Selling Inside Sales Lead Nurturing Face-to-face 275

InsideSales.com

OCTOBER 24, 2019

? ?. 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.

Solutions Selling 58

Solutions Selling Up-Sell Conversion Strategy 58

Sales 2.0

MARCH 6, 2024

This uptick in the need for AEs to self-source deals has likely been driven by economics, the need to “do more with less”, but is I trend that may continue as AI tools free up AEs from admin tasks. You can’t just show up to a meeting and ask questions (“solution selling”). It’s time for the dreaded cold call!

Lead Rank 195

Lead Rank Lead Scoring Leads Marketing Qualified Lead 195

SBI

APRIL 23, 2013

At Smart Selling Tools , our goal is to make it easy to find tools that will improve sales productivity. Even if you are interested (which, come on, you know you are), there are so many sales tools – including more than a hundred CRM systems – that it’s enough to drive a smart person crazy.

Lead Generation 138

Lead Generation Course Influencer Solutions Selling 138

SBI Growth

NOVEMBER 26, 2012

In 2011, this company replaced its Solution Selling methodology with The Challenger Sales approach. Humans are far too complex for some simple tool like this. The story begins with the EVP of Sales of a large technology company. He hired our firm. Understanding talent is far too important. Do it right.

Real Estate 323

Real Estate Hiring Banking Ideal Customer Profile 323

SBI Growth

SEPTEMBER 10, 2012

Download the Sales Consulting Score Card , from the many tools you can receive at the Make The Number event , to help select the right partner. Think about this is the same way you do solution selling. For this discussion, let’s focus on selecting an outside firm to assist you in solving the sales productivity problem.

Hiring 257

Hiring How To Compensation Lead Rank 257

Understanding the Sales Force

AUGUST 18, 2015

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. One article was published in Harvard Business Review and was really about Solution Selling being dead. But the key word here is tools.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

SBI

JUNE 4, 2013

OneSource’s iSel l product along with Bloomfire are two great tools to help you get the job done. iSell is a one-stop research tool that tells salespeople who to call, what to say, when to call and how to call. Author, Nancy Nardin is the foremost expert in sales productivity tools. Nancy can be reached at 916-596-3035.

Engineering 137

Engineering Lead Generation Revenue Influencer 137

SBI Growth

AUGUST 12, 2012

It will get you the access to the tool you need to begin developing the proper training, our prospect/customer interview guide. Before you force your team to study another spec sheet or sit through a Product Manager meeting, make sure they understand WHY their customers purchase your solution. Let’s start with a simple test.

Ideal Customer Profile 244

Ideal Customer Profile Training Buyer Follow-up 244

SBI

MAY 7, 2013

Repeat after me… CRM is not a productivity tool I recognize that we may be one of the 50% of organizations with a failing CRM system. 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. Will you join me?

Revenue 131

Revenue Forecasting Lead Generation CRM 131

SBI

JULY 16, 2013

Commit to not letting another month go by without launching your investigation into barriers to sales productivity and to finding the right tools and processes to free up more time for communicating with prospects. Nancy Nardin is the foremost expert increasing sales productivity through the use of tools.

Quota 135

Quota Revenue Forecasting Hiring 135

Partners in Excellence

DECEMBER 9, 2019

All the vendors used solutions based approaches in working with us. Over time, as all of us have become more knowledgeable about buying these tools the buying process has become much more simplified and the right sales engagement model is either highly transactional, or even self-serve.

Ideal Customer Profile 48

Ideal Customer Profile Solutions Selling Case Study Consultative Selling 48

SBI

APRIL 30, 2013

Here are 3 tricks and tips for improving efficiency when it comes to creating opportunities: Use tools: Tools like Social Selling and Marketing Automation (to name just two) can increase the likelihood of contacting the right people at the right time—when they have the highest propensity to buy. It’s both all at once.

Opportunity 123

Opportunity Closing Influencer Decision Maker 123

SBI

MAY 26, 2020

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. Not long ago, buying experience was only about consumer-facing sales, while B2B was all about solution selling. Sergey : What customers are buying is changing. Now the buying experience trend has come to B2B. Sergey Medved Head of Product, ClearSlide.

Scale 140

Scale Hotels Buyer Analytics 140

The ROI Guy

SEPTEMBER 13, 2013

Second, there is a lack of good tools at most organizations to help Sales deliver the messaging – moving beyond PPT and whiteboard markers to have more provocative, insight driven conversations, and automate the diagnostic assessments and financial justification process. How can tools help?

Lead Rank 73

Lead Rank Lead Scoring Tools Training 73

SBI

MAY 14, 2013

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. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog.

Analysis 137

Analysis Energy Buyer Lead Generation 137

SBI

MAY 28, 2013

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. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog.

Prospecting 120

Prospecting How To Decision Maker Lead Generation 120

SBI

JUNE 11, 2013

By now, you’ve probably heard of iSell from OneSource which is a great tool for finding contacts, and conducting prospect research. You can do that with the tools in today’s blog. Note: IncView has agreed to offer a special 20% off discount for Smart Selling Tools readers. Share your ideas.

Ideal Customer Profile 111

Ideal Customer Profile Revenue Company Decision Maker 111

Hubspot Sales

MARCH 15, 2018

The Challenger Sales Model believes with the right training, coaching, and sales tools, all reps -- even those falling into one of the other four categories -- can take control of the customer conversation like a Challenger. The book also discusses the fundamental principles serving as the foundation for this sales model.

Hiring 145

Hiring Ideal Customer Profile Fashion Study 145

SBI

JUNE 25, 2013

Let me give you an example using LevelEleven which is a really great contest tool that runs inside Salesforce CRM. Nancy Nardin is the foremost expert increasing sales productivity through the use of tools. Sales Effectiveness sales effectiveness sales techniques solution selling' Nancy can be reached at 916-596-3035.

Hiring 122

Hiring InsideSales Commission Incentive 122

Partners in Excellence

JULY 23, 2012

I wrote about “The End Of Solution Selling” the other day. Sales people need a rich array of approaches and tools to intercept the customer in their buying process, align with them and to sell. . Insight selling is very powerful. My friend Jack Malcolm expanded on the discussion in his post today.

Maximizer 106

Maximizer Buying Cycle Solutions Selling Consultative Selling 106

The ROI Guy

OCTOBER 5, 2011

A Demand-Gen Report interview with Thomas Pisello, The ROI Guy, Chairman & Founder of diagnostic / ROI sales tool provider Alinean Inc. Can you speak to how the changing buyer has increased the need for sophisticated sales enablement solutions? First, today’s B2B buyer is more empowered than ever before. Customers bought "products."

Sales Enablement 45

Sales Enablement Report Tools ROI 45

Alice Heiman

JANUARY 6, 2023

Dr. Dover leads this movement by starting with a simple question: If sales teams have more and more tools at their disposal to increase sales, why is the data pointing in the opposite direction? He does not mince words – the old methods of solution selling have stopped working. Elite Sales Strategies by Anthony Iannarino.

Lead Rank 141

Lead Rank Sales Methodology Quota Promotion 141

Partners in Excellence

AUGUST 2, 2012

” This particular discussion started with what I thought was the SEB’s particularly ill constructed argument that “Solution Selling Is Dead.” We get into discussions about methodology—and if we sell a methodology, we focus on how our methodology is better than someone else’s.

Face-to-face 109

Face-to-face Sales Methodology System Construction 109

Hubspot Sales

FEBRUARY 21, 2019

Plus, the sales plan outlines the action plan, tools, and resources that will be used to hit these targets. Targets are defined, and sales management calculates how much their department, teams, and individual salespeople need to sell to meet the overarching goal. Tools and Resources. Marketing Tools. Sales Tools.

Marketing 111

Marketing Ideal Customer Profile Social Media Sales Qualified Lead 111

Pointclear

AUGUST 17, 2011

Counseling has a finite number of steps and is focused on those who seemingly have the tools to perform better, but who aren't using them. If a manager uses one selling methodology (i.e., Solution Selling®), then discussions with reps will include the following: Pain: Is there addressable pain?

Sales Management 153

Sales Management Hiring Territories Compensation 153