Adapting Sales Execution to the New Buyer Paradigm
Over 1 million sales professionals, all over the world, rely on the Solution Selling® sales process and methodologies to differentiate themselves, not only by what they sell, but by how they engage with customers. For more than two decades, Solution Selling® has been the definitive approach for moving from selling products to selling and marketing high value solutions. This has not changed, but what has changed is the profile of today’s buyer. They are now an informed, educated buyer who is comfortable using technology and social media to guide themselves through their buying process. This informed buyer not only expects vendors to add tremendous value but they expect the seller to accommodate a more complex buying environment. As a result, many sellers and their organizations are at a cross-roads. They realize their sales professionals need new processes, methods, skills and tools to compete in the B2B world of “buyer 2.0”. As a result, we bring you Solution Selling® 2.0.
Although the term “solution selling” is used broadly and sometimes incorrectly by many in our industry, Sales Performance International is the sole source and developer of the authentic intellectual property with the registered Solution Selling® trademark. Because of this, we are best suited to answer “What is Solution Selling® 2.0?” and “How is it going to help me effectively market and sell high-value solutions?”.
Solution Selling® 2.0 components include:
- Acute understanding of the evolved buyer
- Emergence of three distinct sales roles
- The Micro-marketer
- The Situational Expert
- The Risk Manager
- A set of buyer-aligned sales processes
- A framework for enabling technologies
Awards and Recognition
Sales Performance International has been awarded Training Industry’s annual Top Sales Training Companies 2012 Award for a 7th consecutive year. Training Industry’s Top Sales Training Companies Award is presented for industry recognition in innovation, quality of sales methodology (Solution Selling), impact on clients, breadth of offering, strength of clients, company size and growth potential, geographic reach, and experience in the marketplace.
SPI named as one of Selling Power Magazine’s Top 10 Sales Training Companies of 2012. Global sales training firms are selected annually for inclusion in the top 10 based on four key criteria: A proven record of delivering results for sales leaders and sales teams, Innovative methodology to both deliver and reinforce training, Training methods and measurement to ensure high-quality results, Tailored solutions for the evolving needs of today’s sales organizations.
2008 Winner for Solution Selling® eLearning: Best Use of Learning Content Management System