No More Cold Calling

JUNE 22, 2017

Is Your Solution Selling Strategy Working? Based on my experience with thousands of solution selling training program participants, here are a few signs that your B2B sales strategy needs a review and re-work: Lagging Growth: You are not growing as fast as your competitors or your industry. By Tris Brown.

Account 291

Account Strategy Ideal Customer Profile Hiring 291

MTD Sales Training

MARCH 13, 2014

Consultative Selling customer needs solution selling tips for sales people' 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! ]].

Consultative Selling 293

Consultative Selling Solutions Selling Customer Sales 293

PandaDoc

JUNE 4, 2019

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? The answer is yes!

Solutions Selling 72

Solutions Selling Decision Maker Case Study Ideal Customer Profile 72

SBI Growth

AUGUST 16, 2013

Buyers have been trained to expect speed, availability, and a self-directed buying experience. If they have these skills they are more likely to sell effectively to the new buyer. Being Outpaced – lead with a product and a price and call it solution selling. Miller Heiman, SPIN, Solution Selling).

Customer 328

Customer B2C Decision Maker Inside Sales 328

Partners in Excellence

NOVEMBER 29, 2017

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?”

Solutions Selling 65

Solutions Selling Fashion Comparison Intent 65

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

JULY 21, 2013

The evolution to needs-based solution selling helped. But for the most part needs-based selling has been used as a technique to better ‘tell’ the prospect what they need. Social Selling Guidance - A modern prospecting methodology that fills the funnel with opportunities.

Top of Funnel 335

Top of Funnel Marketing Decision Maker Infusion 335

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. General Release - You then have to train the entire sales force on the sale process. The best way to do that is “Train the trainer”. The goal here is to build confidence and their ability to train. Has your sales process?

Top of Funnel 276

Top of Funnel Competition Buyer Sales Methodology 276

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

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

SBI Growth

APRIL 15, 2013

You’ve trained the entire sales organization. Spin Selling” and “Solution Selling” are methodologies. You’ve invested in the technology. The sales process is finally out in the field. Will your efforts get the best possible return? Rolling out a new sales process is tough work.

Sales Process 328

Sales Process Forecasting Sales Methodology Sales Cycle 328

SBI Growth

DECEMBER 20, 2013

Are your systems and training mobile enabled? Top 5 Most Obsolete Sales Practices: Solution Selling - developed in the 80s when hair bands were popular. Top 10 Sales Innovations. The Smart Phone: Are you utilizing content that is mobile friendly? Are you capturing cell phone numbers for leads, prospects and customers?

Hiring 314

Hiring Marketing Scale Buyer Persona 314

Understanding the Sales Force

APRIL 29, 2013

There''s nothing new here (f or 24 years I have been writing about the blueprint to the sales DNA they just recently described , building into our assessments and delivering training on it) a nd while some of the Challenger approach is fundamentally correct, it can be very misleading too. Why am I bringing all of that up?

Sales Management 205

Sales Management Lead Rank Consultative Selling Study 205

Pointclear

MAY 2, 2013

The Solution Selling blog highlights CSO Insights ’ 2012 Sales Performance Optimization Study where surveyed companies confess to lackluster hiring efforts. Companies can offset these deficiencies with training and performance development. Companies Need to Get Serious About Sales Training Reinforcement. Via Funnelholic.

Hiring 174

Hiring PointClear B2B Outbound 174

Understanding the Sales Force

JULY 20, 2012

Understanding the Sales Force by Dave Kurlan I was asked to comment on an article called The End of Solution Selling , which appeared in Harvard Business Review. The End of Traditional Solution Selling" - The ineffective selling model described by the authors is more aligned with transactional selling than solution selling. "The

Face-to-face 180

Face-to-face Solutions Selling Discount Call-back 180

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

Crunchbase

SEPTEMBER 29, 2022

You may have heard the rumors: Solution selling is dead. Solution selling is far from dead; it’s simply evolving based on changes in the sales environment and consumer mindset. We’ll go over what solution selling is, when to use it, and the psychology of today’s buyer. Image Source.

Solutions Selling 52

Solutions Selling Consumer Ideal Customer Profile How To 52

Understanding the Sales Force

JANUARY 14, 2014

If you''ve been exposed to one of these trainings ( SPIN, Sandler, Solution Selling and Strategic Selling) , then you know that they''re all good. Unless executives are able to differentiate between process and methodology, they can''t know that one is almost always missing!

Sales Methodology 271

Sales Methodology Negotiation Proposal Analysis 271

Increase Sales

APRIL 11, 2016

Sales experts promote their books to their sales training programs all promising a quicker, faster way to increase sales. How many “new normal” ways to sell have there been developed? SPIN Selling. Consultative Selling. Solution Selling. Authority Selling. Social Selling.

Training 70

Training Energy Social Selling Consultative Selling 70

Understanding the Sales Force

JUNE 20, 2014

It''s the same misinformation that would have you believe that cold calling is dead, SPIN Selling is dead, Solution Selling is dead, Relationship Selling is dead, Consultative Selling is dead, Baseline Selling is dead, and Salespeople are doomed. What to do?

Consultative Selling 275

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

The Pipeline

MAY 13, 2011

Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. Let me clarify: I would argue that the highly trained, effective salesperson is more important than ever. The Pipeline Guest Post – Craig Rosenberg.

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Report Pipeline Top of Funnel Webinar Metrics 244

Highspot

NOVEMBER 24, 2024

It might sound like a lofty goal, but there’s a proven way to get there with sales enablement training. 54% of enablement teams that manage sales training programs report a six-percentage-point increase in customer retention. What is Sales Enablement Training? What Does Sales Enablement Training Include?

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Sales Enablement Training Top of Funnel How To 52

Increase Sales

JUNE 20, 2013

Today I received a forwarded email which discussed in detail a multiple week e-course focused on sales training for small businesses. Also my sales training coaching process begins with an assessment of the individual because to provide any learning without a diagnostic in my humble opinion is malpractice.

Ideal Customer Profile 147

Ideal Customer Profile Small Business Small Business Coaching 147

Partners in Excellence

JULY 21, 2012

” 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. The Challenger Conference Board folks say this is the outdated idea.

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Solutions Selling Conference Up-Sell Sales 118

Pipeliner

NOVEMBER 22, 2019

As managing director of Empowered Sales Training, Kevin works with organizations to empower sales success. Sales expert insights with Kevin Graham and John Golden cover these topics: Today we will talk about solution selling. Why it is still important to focus on the tip of the spear or top of the funnel, solution selling?

Training 52

Training Top of Funnel Decision Maker Face-to-face 52

Product Management University

APRIL 15, 2018

Solution selling is like vanilla ice cream. Here’s the thing: if you and all of your competitors are using the vanilla ice cream approach to selling, you’re missing an opportunity to showcase your unique value and improve win rates. Solution selling has long been the norm in B2B. It’s not wrong or bad.

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Solutions Selling Pharmaceuticals Guarantee Benefit 45

Hubspot Sales

MARCH 15, 2018

This is a disruptive finding, as most sales training and sales teams today are geared towards creating and encouraging the "Relationship Builder," the least effective of the five profiles. We should note that the Challenger approach only worked better among high performers.

Hiring 145

Hiring Ideal Customer Profile Fashion Study 145

Pointclear

AUGUST 17, 2011

Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three. If hiring, training and compensating are the science behind sales management, then deployment, monitoring and managing, and coaching and counseling are the art.

Sales Management 153

Sales Management Hiring Territories Compensation 153

The ROI Guy

SEPTEMBER 13, 2013

I recently had the opportunity to interview Dario Prolio from leading sales training and performance management firm Richardson. They hear “sell the solution” but they don’t know what that means and they don’t know how to do it. Even very senior-level people don’t know how to do it. We see this all the time in the classroom.

Lead Rank 73

Lead Rank Lead Scoring Tools Training 73

The Digital Sales Institute

OCTOBER 24, 2018

Sales techniques training courses are about improving a salespersons selling skills across a broad range of activities from sales prospecting to closing to social selling. Sales Techniques Training Courses. Learn about the “Sellers Mindset” and “The Psychology of Selling”. Even with the advent of the Sales 3.0

Course 49

Course Training Cost per Lead Social Media 49

Highspot

JANUARY 9, 2024

This makes B2B sales training more important than ever. A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. What Is B2B Sales Training? What is B2B Sales Training? What Does the B2B Sales Process Look Like?

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B2B Training Top of Funnel B2C 52

Hubspot Sales

MAY 3, 2021

After all, if you sell investment packages, you shouldn't be using the same process as a company selling mining equipment just because you leverage the same methodology. Thoroughly train your reps on both. Smaller organizations use Solution Selling more often than larger organizations, as did companies selling through channels.

Sales Methodology 130

Sales Methodology Sales Process Survey Report 130

The Digital Sales Institute

JUNE 21, 2023

Sales training program expert tips for anyone involved in sales management or sales enablement some insight into planning any form of sales training. It sounds simplistic to say that sales training is the act of training salespeople or the sales team on the product and sales process.

Training 52

Training Top of Funnel Sales Methodology Lead Rank 52

Hubspot Sales

APRIL 19, 2021

If you focus on solution selling , your reps may give customized solutions to prospects that display how your product will meet their individual needs, whereas teams that use the outbound methodology may focus on outreach tactics like cold-calling. 88% of salespeople with Sandler training said their sales strategy improved.

Sales Methodology 134

Sales Methodology Social Media Inbound Social Selling 134

Partners in Excellence

MAY 11, 2020

We train ourselves about our products, become masters at pitching them and comparing them favorably with the competition. Regardless how strong our need to sell is, until we have a customer with a compelling need to buy, we are wasting our and our customers’ time. Rethinking Prospecting Solution Buying.

Case Study 142

Case Study Face-to-face Solutions Selling Study 142

Hubspot Sales

MARCH 6, 2018

Solution Selling. First popularized in the late 1970s and early 1980s, solution selling focuses on the customer's pain instead of his or her own company's products. Products are framed as solutions, and emphasis is placed on achieving agreement on what a resolution of the customer's pain would look like.

Sales Process 145

Sales Process Sales Methodology Inbound Churn 145