Bookings are the life blood of a company. Sales deliver bookings and revenue. But how does that happen? Now add to that “how” continued commoditization and ever increasing competition and you get a receipt for paralyzing FEAR!!! It is a wonder how any business gets started or succeeds. But the reality is, sales is both an art and science, both of which can be applied to any product or market.
On April 12, 2013, Mike Shook and Will Shook of Accelerence, LLC, looked at solution selling as a differentiator and game changer. They discussed how to triangulate between your company’s market position, your competitors capabilities, and yours customers’ needs into a solution architecture that can not be bid. They also discussed sales process flows, provided a tool kit of techniques and gave a road map to solution sales success.
Mike and Will explained solution selling, how your solution can sell with competitive bids and how to construct solutions that cannot be bid. They also help demonstrate how to differentiate in a commoditized environment through various processes, techniques and tools.
You can listen to a complete recording of this presentation at aspeevents.webex.com. Select “View Event Recordings” in the top right corner. You can also download your own copy of the presentation by visiting our Web Seminar Archives.
Are you interested in an extensive Sales training Course? Our Social Selling Boot Camp will teach you everything you need to know!