Stop Selling Technology, Start Solving Customer Problems

Executives fund investments for one reason – to make the business better. Unfortunately, our research reveals that only 25% of sales organizations can align their solutions with their customers’ problems.

It is essential you show how your solutions solve customers’ problems with buying groups much further along the buying journey and the number of stakeholders continuing to expand.

In this episode, Dr. Stephen Timme, President & Founder at FinListics Solutions, and MJ Sait, Director of Value Engineering at Snowflake will discuss the key elements of successful, problem-solving sales organizations. Turn your sales organization from one that is only promoting technology to one that is solving customers’ problems. And by doing so, becoming more relevant to executive stakeholders.

Using case studies, this episode explores some of the benefits of being a problem-solving sales organization:

  • Larger deal size

  • Lower discounting

  • More consumption

  • Higher net revenue retention

  • Making customers more successful

We also explore the key elements of a problem-solving sales organization like:

  • Tools

  • Sales enablement

  • Use cases

  • Value engineers (consultants)

Share this with your network

Short on time? Watch these episode highlights.

Connecting to a Customer Problem

What Customers Want From Sellers

Show The Impact of

a 1% Improvement

Make Your

Customers Successful

Leveraging Executive


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