Today, moving from product to solution is not just a rallying cry, but a cry for survival, as ever more frugal buyers demand to understand the business value a solution will bring before making a purchase.
To put it simply, if you want to grow revenue, your salespeople will have to evolve from pitching products to clearly articulating, uncovering, and quantifying the value your solutions deliver.
But you don’t have the bandwidth for a lengthy, time-consuming sales transformation initiative. There is no silver bullet that turns salespeople into lean, mean, value-driven, solution-oriented selling machines.
Customers buy financial value, business impact, risk management. Not technology. Customers want partners that understand and manage real business issues and risks to ensure they realize the business impact in which they are investing.
Make sure your team asks the right questions of the right people and, in turn, gets the right results.