Just about all the vendor programs that support relationships between vendors and value-added resellers, integrators and other members of the indirect channel who sell, deploy and support their products, urge p
Solutions based selling means providing answers to problems. A solution is the answer to a problem and therefore, before you can sell a solution, you must identify a problem. If you wish to become a solutions provider and business advisor to your clients, you must first uncover the problem o...
This approach is a way to go above and beyond and to show that you truly care about solving customers' problems, making them more engaged in your sales pitch. Opens the opportunity for greater long-term revenue Solution-based selling creates long-term opportunities for ongoing business with exis...
Customer-friendly buying process:Solution selling is not a hard-sell approach. It enables the salesperson to tell the prospects a story of how the product or service can solve their problem. Then, the prospects are able to come to their own conclusion about how much better their lives can be...
solution selling Although they are both conventional sales techniques, product selling and solution selling differ greatly in approach: Product selling As the name suggests, product selling means deciding on the product (or service) first and then finding ways to market it to your customers. Let...
Our team specializes in selling cloud-based software solutions to optimize Finance & Spend for our customers in the Nordic & Baltic countries. Our focus on customers and to help them run at their best has given us the opportunity to grow! We are currently looking for a F&S Solution Sales ...
A famous example of this approach is that of Best Buy Co. Inc., a US based electronic goods retail chain. Best Buy, in 2005, changed its marketing strategy from good customer service to customer centricity. This was done in order to differentiate itself from the competition posed by upsta...
The 'platform + service' model is crucial for enhancing the business agility of finance, and modernizing financial applications is the only viable approach. We believe that financial application modernization requires six key elements: service-oriented architecture, multi-active resilience, security complia...
selling approach to that customer. As an example of this research-based approach, Accenture worked with one major US-based high-tech company, engaging with eight of the company’s corporate account teams (the largest accounts) to develop a proactive, ...
How would you approach a solution marketing problem if you were a Martian, complete with a fresh perspective and unencumbered with what earthlings already knew? A fresh perspective The father of Nobel physicistRichard Feynman (1918-1988)employed this mode of thinking with his son,asking, “Supposin...