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)
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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
Compensation
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