Most B2B organisations would prefer to be seen as solution-driven rather than product-led. Many have invested in solution selling, consultative selling, customer-centric selling, value-based selling, strategic selling or other similar training sales methodologies.
Yet we often hear that - despite best intentions - the anticipated benefits have not always been achieved. The problem is rarely with the chosen sales training methodology - after all, most embrace the same basic principles - but with their ability to turn it into the foundation upon which the company does business.
Training: in one ear and out of the other?
Even the sales training companies acknowledge (but may prefer not to publicise) that 90% or more of most sales training content will have been forgotten or ignored in just a few weeks unless it has been reinforced by management's behaviour and actions.
Solution selling must be a company-wide commitment...
If it is to fulfil its potential, "solution selling" must become a company-wide commitment, supported by the relevant systems, and integrated into the management fabric of the business.
In fact, we're convinced that conducting sales training without first coaching the sales management team, securing their enthusiastic commitment and providing them with the necessary tools and resources to follow the principles through is nothing more than money down the drain.
Our approach to implementing "solution selling"...
We've taught, coached or implemented many of the most popular sales training methodologies, including Neil Rackham's SPIN Selling, Michael Bosworth's Solution Selling, Miller-Heimann and many others. While we may have our favourites, at the end of the day we are agnostic about which methodology to choose.
We have chosen instead to focus on ensuring that you can fully realise the potential benefits of your chosen sales methodology by helping you systematically embed it throughout your organisation.
We can help you configure your CRM systems and align your sales tools and marketing campaigns so that each one adds meaningful value to some important stage in your prospect's buying process.
We can also help you to implement sales and marketing metrics that enable you to accurately measure the progress and success of your solution selling activities.
Are you ready for a fresh perspective?
Would you like to learn more? Then please continue to browse the site and when you
are ready, contact us here or call us on +44 845
519 0295.
We look forward to hearing from you!