srovniak's blog
Solution Selling 1-2-3
A Selling CEO (and friend and colleague) I spoke to yesterday brilliantly summed up solution selling off the top of his head. A buyer is willing to commit when he or she realizes that:
1. they have a problem (for which there is a solution)
2. the concept being proposed is a solution to that problem, and
3. the company proposing the solution is competant to deliver that.
CEOs involved in the sale have the experience, knowledge and control of resources to instill the confidence required in #3.
Sell Like a CEO (interviewees sought)
CEOs and senior executives who actively sell bring critical expertise and a strategic mindset that buyer-companies are seeking from new potential vendors or partners. When time permits, CxOs do turn to sales training and advice which is usually based around the techniques and observations of sales executives.
Sales Proposals with less pain, more gain.
If you are like many professionals I know in B-2-B sales and management roles, you have led or contributed to many sales proposal efforts over the years. Perhaps more than you'd prefer to remember.
Throughout nearly 20 years of working with scores of IT product and services firms, as well as design, branding and management consultancies, I have observed that at practically every one, proposals are a large, ongoing, and very painful problem.
3 Reminders for Successful First Sales Meetings
As you walk into your first meeting with a new prospect, rather than running through a long list the techniques you've learned in your head, relax and focus on just three ideas to set the stage for a great meeting.
