4. » Start from a customer issue and build
a solution = Consultative selling
» Pull investment funding outside of
any existing budget
» Dialogue with CxOs about their
known or unknown issues
» Challenge CxOs point of view
» Start with a business case and then
build a customized solution
BIG DEAL SALES
ACCOUNT SALES
Pull
4
5. » Start from a customer issue and build
a solution = Consultative selling
» Pull investment funding outside of
any existing budget
» Dialogue with CxOs about their
known or unknown issues
» Challenge CxOs point of view
» Start with a business case and then
build a customized solution
BIG DEAL SALES
ACCOUNT SALES
Pull
5
» Start from a product and try to find a
customer need
» Compete against other providers to
get an existing budget
» Demonstration of capabilities
» Understand CxOs point of view
» Start with a solution and demonstrate
relevance
SOLUTION SALES
Push
6. » When customer:
» does not know they have an
issue
» does not understand the root
causes of the issue
» does not understand how to
address these root causes
» is not sure if project is worth
the investment
Pull
6
OR
7. » When customer:
» does not know they have an
issue
» does not understand the root
causes of the issue
» does not understand how to
address these root causes
» is not sure if project is worth
the investment
Pull
7
» When customer:
» understands the issue
» understands the root causes of
the issue
» understand how to address
these root causes
» has allocated a budget
Push
OR AND
8. » “Leveraging this technology you
can achieve this level of
performance”
» “Business case is showing high
return on investment and quick
payback”
» “We have the capabilities and the
track-record to be your partner to
implement this technology”
Pull
8
9. » “Leveraging this technology you
can achieve this level of
performance”
» “Business case is showing high
return on investment and quick
payback”
» “We have the capabilities and the
track-record to be your partner to
implement this technology”
Pull
9
» “Our solution is the one that best
matches your needs”
» “We havethe capabilities and the
track-record to be your partner to
implement /run this solution”
Push
13. » Sizeable deals
» Opportunity to be sole source
or get a privileged position
» Build relationship and
customer intimacy for future
growth
» Longer Sales cycle
» Higher Sales costs
» Cost of complexity to manage
highly customized solutions
Pull
13
-
+
» Ability to make money with
repeat business
» Shorter Sales cycle
» Lower Sales costs
» Highly competitive
Push
-
+
16. Another Sales approach
Manage the bid
RFP
Sourcing
strategy
Business
case
Solution
Root
causes
Performance
gap
Wait for RFP
Distribute Name
cards
16
17. Another Sales approach
Manage the bid
RFP
Sourcing
strategy
Business
case
Solution
Root
causes
Performance
gap
Find a good excuse:
•Price
•Political decision
•Team
Loss reviewWait for RFP
Distribute Name
cards
17
18. Another Sales approach
Manage the bid
RFP
Sourcing
strategy
Business
case
Solution
Root
causes
Performance
gap
Find a good excuse:
•Price
•Political decision
•Team
Loss reviewWait for RFP
Distribute Name
cards
Real reason =
lack of pro-activity
18
19. Current situation in many companies
RFP
Sourcing
strategy
Business
case
Solution
Root
causes
Performance
gap
Push
Pull
Customer
GO/NO GO
Wait for RFP
<10%
<30%
>60%
19
20. Current situation in many companies
Customer
awareness
level
Pro-activity
+
+-
-
Wait for RFP
Drop the ball
20
21.
22. The way we sell and
engage with customers
can be a strong
differentiation factor !
22
24. Implications:
Level 1: provide competitive solutions
and adequate sales support expertise
Level 2: enable your Sales force to do
consultative selling around offerings
24
25. Enable your Sales force to do consultative
selling around offerings
Step 1 : build customer awareness of performance gaps
» Performance benchmarks
» Map of best practices
» Maturity models
» Performance assessment tool
25
26. Enable your Sales force to do consultative
selling around offerings
Step 2 : help customer identify root causes and choose solution
» Root causes identification tool
» Map of solutions
» Benchmarking of available solutions
» Example business cases of customers that have implemented
your solution
» Customer testimonials
26
27. Enable your Sales force to do consultative
selling around offerings
Step 3 : help customer build business case and get a GO decision
» Transformation roadmap tool
» Business case tool
» Commitment with risk-reward scheme
27
