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
Higher net revenue retention
Making customers more successful
We also explore the key elements of a problem-solving sales organization like:
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
You may also like
Enterprise Sales Account Research & Planning
Learn the secrets of how advanced-level sellers conduct account research and planning and use it to align their solutions with a prospect’s business performance goals.
Finance for Enterprise Sellers
Most sellers avoid discussing a customer's financial performance. Our research shows only 23% believe they understand it well. Learn how advanced sellers use financial information to demonstrate account knowledge and drive buyer engagement.