Solution Selling®: A methodology that has evolved into well defined, sales process.

1. Shipley Limited
Overview
Steve Sawyer
Director Sales Consulting
Shipley Limited

2. Worldwide Presence
Employing over 400 consultants in USA, UK, Denmark, Australia, India,
Germany, Korea, Spain, Holland, UAE & Canada
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3. Offering a Full Range of Services
Sales & Bid Training Skills Transfer Coaching & Live Bid Support
Professional Accreditation Benchmarking & Capability Improvement
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4. What is Solution Selling®
Solution Selling®:
S l ti S lli ® A methodology th t h evolved i t well d fi d sales process.
th d l that has l d into ll defined, l
Sales process:
A documented set of repeatable interrelated sales activities from market awareness through the
selling activities to servicing the customer that can be communicated to anyone in the company.
Each activity can be measured for throughput and efficiency. Each activity has an owner who
efficiency
executes the activity. The result of each activity has a standard deliverable that is checked for quality
and consistency. Each deliverable can be assessed so that improvements can be made.
Sales process components:
Philosophy - An on-going desire and commitment to a corporate and / or department wide
responsibility for the selling effort.
Map / Model - A series of defined, predictable, repeatable, and measurable steps that leads to
a successful conclusion.
f l l i
Job aids and methods - Assistance in the facilitation of doing the right thing in the right way at
the right time.
Management system - Direction and reinforcement of the corporate and / or department wide
commitment to selling.
•Implementation - The act and continual dedication of bringing the above components together
as the backbone of the intended sales culture.

5. Solution Selling® Benefits
How does it help Sellers?
Improve sales efficiency and effectiveness by
Increased order values
Shorter sales cycles
Increased levels of integration with customers
Better management of customer expectations
How does it help Sales Managers?
Improve sales management effectiveness by
Defining sales activities that are measurable
Pipeline management
Management by exception
How does it help Executives?
Improve business management by
More accurate forecasting
Higher customer satisfaction
Common language to
- Talk with sellers about opportunities
- Talk with managers about sellers skills
- Talk with customers about their business

6. Sales Process Implementation Methodology

7. The Value Shipley Brings
Understanding of best practices
25 years design and delivery experience
Proven workshop modules
Accredited trainers
A dit d t i
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