Solutions selling selling value with insight storytelling. Solution selling is the best methodology ive seen for placing emphasis on business issues rather than product. This was the planning that you did when you mapped the themes into your proposal outline. If youve been selling succesfully but havent followed any particular methodology then this book will highlight why you win some sales and why you dont others. Solution selling with your channels by allan adler and dylan charles changes in the way customers buy technology are creating subtle and sometimes significant changes in the way companies like cisco, microsoft, and ibm go to market. Solution selling helps the solution provider build a trusting relationship with their buyer, and facilitates a working relationship between the seller and buyer to craft.
It is likely that all four of these significant elements are already at work within your sales organization, some formally and some informally. Mike bosworth has the best understanding of sales process in corporate america. Theyve been training sales teams in their flagship methodology, strategic selling, for almost forty years. The solution selling matrix is a perfect tool to define an initial solution for addressing the pains of a prospect moving into system integration what is causing you to have this pain.
A sales methodology is put into place to help your company earn customers in. The revolutionary process that is changing the way people sell. It consists of detailed processes and tools that enable the buyer to visualize your productservice as the solution to their problem. The hardest thing about b2b selling today is that customers dont need you the way they used to. A useful structure that i like comes from the holden power based selling methodology. The marketproven principles of solution selling for todays highspeed, higherpressure sales environment the longawaited sequel to solution selling, one of historys most popular selling guides nearly 10 years ago, the influential bestseller solution selling literally rewrote the rules for selling bigticket, longcycle products. For anyone involved in b2b sales it will without doubt improve their sales results. Segment industry verti cals and categorise products, services and solutions to costeffectively differentiate and align. Instead of probing the buyer with questions as per the traditional solution selling approach, sales professionals must come to the table prepared to be a proactive source of value for customers.
This fundamental equation in the framework of solution selling connects five key components in a multiplicative manner. These increasing revenues streams are extremely valuable. A map solution selling provides a map of how to get from where you are to where you want to be. Solution selling is a type and style of sales and selling methodology. Pdf sales communication competence in international b2b. The approach focuses on the verifiable outcomes for each sales stage, which is derived from the fundamental key.
Learn this solution selling methodology for increased successful sales interactions. But dont let its age fool you strategic selling is. Building a bestinclass capability for sales effectiveness. As such, any silos or archaic compensation strategies that. Written by sean mcpheat success leaves clues and from working with and training thousands of the very best sales people in the world i get a great insight into what they. The breakthrough process used by more than 500,000 sales professionals worldwide. Wikipedia in a previous article we discussed how to begin the consultative sales process. A stepbystep approach to win strategies and theme statements. The impact of the effective solution selling on the performance of the firm. Microsoft solution selling process mssp accelerator for.
The changes are stressing existing channel and partner organizations, processes, and capabilities. Merge marketing and sales for costeffective sales engagement models. The term solution infers that the proposed new product produces improved outcomes and successfully resolves the customer problem. A sales management system solution selling provides sales and executive management with a process to analyze pipelines, qualify.
Creating buyers in difficult selling markets hardcover 15 sept. Pdf increasing demands for international solution selling call for a better. The solution selling fieldbook now shows how to make solution selling work for you. The saas sales methodology a customer centric approach to selling. Solution selling methodology michael nitso, director ww sales summer 2009 1 slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Request pdf solution sales process blueprinting by utilising the blueprinting technique, this study develops a sales process framework that visualises.
First, you have to understand how a solution is positioned in terms of two key variables, customization and integration. Matt scherocman saw his profits soar after adopting the microsoft solution selling sales methodology. The term solution infers that the proposed new product. It would be appreciated if i could have a copy of the slides and the mssp chart. Sales methodology and merged 15 crms into one effective solution. The new solution selling subtitle becke consulting. Solution selling has a salesperson or sales team use a sales process that is a problemled rather than productled approach to determine if and how a change in a product could bring specific improvements that are desired by the customer. Selling is everybodys concern, especially in retail selling. In a sales conversation, it service providers can use the pain chain to help determine the source of pain and discuss, with the right people, how to eliminate or. The second half of this book was almost completely useless for me, serving as a set of testimonials about how good the solutions selling system is in b2b sales with large clients.
This makes it easier to train everybody in the company and to emphasize the importance of sales. When customers know you are listening to them, they will listen to you. The new solution selling focuses on streamlining the proven solution selling process and quickly differentiating both oneself and ones products from the competition while decreasing the time spent between initial qualifying and a successful, profitable close. We already own siebel ver 6 and use it for the service side. Traditional selling approaches and techniques often place the sales.
The revolutionary sales process that is changing the way people sell. Insight selling is the new solution selling forbes. If you continue browsing the site, you agree to the use of cookies on this website. Solution selling is a sales methodology that became popular in the 1980s. Solution selling is common in areas such as construction services, software and outsourcing sales. The evolution of professional selling cynergy solutions. This positioning drives the basis of your competitive advantage and most crucially the paingain tradeoffs you need to understand. Opinions expressed by forbes contributors are their own. Solution selling is an excellent vehicle to teach new salespeople critical sales skills and allow experienced salespeople to fine tune their skills. In small businesses the staff consists of a relatively small amount of employees.
Each sales method usually aligns to your companys sales process, but not necessarily the entire sales cycle. Which b2b sales methodology is right for you orocrm. Table 21 lists an example set of document artifacts that your team can create and share among stakeholders during solution development. Theres no use coming back and presenting a solution that is based on employee engagement and productivity levels, when they specifically want to see predicted roi from a monetary. The solution selling fieldbook helps you integrate the plans nutsandbolts techniques into your own daytoday.
If you have been selling into the businesstobusiness world for more than ten years, you recognize that customers do not need you the same way they used to. Solution selling cloud page 8 in the case of sales there is the bdcmm, which provides the 15 maturity levels for improving this overall solution selling capability of the organization. The end of solution selling advantage performance group. Sometimes this is also referred to as solutionbased selling. The ultimate b2b sales pitch solution selling to c level clients. Solution selling method provides a systematic road map nine block vision model for reaching the mutually shared answer. With the global economy showing mixed signals regarding the longterm strength of the business environment, corporate sales leaders are frequently tasked with increasing overall operational effectiveness without always having the benefit of additional resources. These example phases and tasks focus on service fulfillment scenarios. This is the philosophy behind customercentric selling, a methodology that attempts to reframe selling. Mssp is the internal process for opportunity management and is based on the solution selling methodology created by microsoft.
One of the things we have recognized over the years is that you need to be selling the solution instead of the product. I suspect if seb members, joining to get insightful research, then seeing. Sales methodology sales process sales guide sales playbook each element is inter. A methodology solution selling is a system of methods that includes tools, job aids, techniques, and procedures. Solution sales process blueprinting request pdf researchgate. I guess this is not just coming up with a opportunity sales method. How we analyzed the nuts and bolts of good sales methodology. Selling ibms innovative solutions dave bartek lynn behnke srini bezwada richard lai cheryl mcpherson lindamay patterson murthy rallapalli keng loon yap starting point for selling solutions based on ibms innovative technology practical reference for solution advisor certification tools to help you drive sales front cover.
Va partners has been assisting firms with their b2b sales efforts for more than a decade now. The microsoft solution selling process in the previous sections, we have seen how effective the solution selling concepts can be to align the seller with the customers needs. Use features like bookmarks, note taking and highlighting while reading the new solution selling. Sale success pain x power x vision x value x control and relates to the likelihood of sales success, with the following explanations. The 8 best sales methodologies for closing complex deals. The revolutionary sales process that is changing the way people sell kindle edition by eades, keith m download it once and read it on your kindle device, pc, phones or tablets. Before joining cranfield, he was a management consultant in a world. Youve probably heard of solution selling maybe its your strategy of choice. Similar to value selling, solution selling focuses on problemsolving at large, not on the product itself. A quick and useful solution selling model to use mtd. While a sales process maps out a sequence of stages required for success, a sales methodology introduces discipline through a system of principles and best practices that translate into seller actions. In nearly every case that we have seen, merging products and services into solutions.
In the sales dance between seller and prospect, you can either lead, follow or get. Many large tech companies have recognized that this is the end of solution selling, and are adapting to this new. Solution selling strategy and the impact of successful solution selling implementation on the performance of the firm. The solutionselling methodology isnt just for the sales team. Marketing solutions by targeting what customers actually want. The 8 best sales methodologies for closing complex deals your guide to some of the most popular sales methodologies out. I couldnt agree more on the difference between generic solution selling methodology, which is perhaps a baby step better than pushing features and functions of your product, and real solutions selling, which focuses on the specific business outcomes that you can help generate for your individual customer executive. The term is associated with the sales of products and services that can be used as the building blocks of a custom implementation. Furthermore vendors can improve their sales effectiveness by utilizing business.
The best sales methodologies are relevant to one specific portion of the sales process, like qualification or discovery. The distinction in some cases can be difficult to make but as an example, we have a client that provides truck rental services to. Solution selling is the process of selling the customer a solution to their problems as opposed to a product or service. The end of solutions sales partners in excellence blog. The top 8 sales methodologies to consider for your business. Best online pdf merging tools smallpdf ilovepdf pdf merge combine pdf. The 7 stages of the solution selling process simplicable.
The salesperson diagnoses her prospects needs, then recommends the right products andor services to fill those needs. A sales methodology is a framework that outlines how your sellers approach each phase of the sales process. Rather than just promoting an existing product, the salesperson focuses on the customers pains and addresses the issue with his or her offerings product and services. What your company really needs is a consistent sales methodology that guides. Merge s technology platform is also a high quality asset for the company, in that it is driving crossselling opportunities for new solution components, while also boosting the recurring revenue opportunity. Solution sellers are no longer needed as the middle man to help package solutions and solve problems for executives, as product sellers and accelerator sellers are already providing the services that solution sellers used to own. Additionally, because each company develops its own sales process unique to their market and vertical, the sales methods that work for one company wont necessarily work for another. This section describes project phases and associated tasks that you can use during operations support systems oss solution development. A convergence towards customer intimacy for joint construction of offer and demand article pdf available january 1998. Mssp defines each of the stages of the sales cycle, which align with the customers buying cycle. We will ghost competitor 1s weakness in space usage by showing that our solution needs 30% less space and. Besides yourself, who else is impacted by this pain and how.