SlideShare a Scribd company logo
1 of 24
Name
Sandeep R Singh
IT Strategy,Sales and Enterprise Architecture Consultant
sandeepsingh1976@gmail.com
https://www.linkedin.com/pub/sandeep-singh/4/52a/136
Solution Based Selling
Framework and Steps
Agenda
2
1. Solution Summary
2. The business challenge and Opportunities
3. Solution Overview
4. Value proposition
5. Competitive landscape
6. Pricing and Deal Review
7. Business case
8. Sales Kit and Resources
SOLUTION SUMMARY
3
<Solution> Summary one pager
4
1. Show high level solution concept
2. Show high level Solution Description
3. Show problems and benefits
Target Industries/Audience
5
1. Target industries
2. Identified Target Clients
3. Client Size & Geographic Scope
4. Typical Sponsors
THE BUSINESS CHALLENGE
AND OPPORTUNITIES
6
Industry Challenges and Solution Rationale
7
1. Buy side problems and rationalize
2. Sell side problems and rationalize
Current Industry Processes and Pain Points
8
1. Current Industry Processes and Pain Points
Market Size, Trends and Opportunities
9
1. Capture Market Size, Trends and Opportunities
Making Case for Change
10
1. Current Pain Points
2. Value Proposition
3. Benefits of implementing the solution
A. Strategic Benefits
B. Operational Benefits
C. Cost Benefits
SOLUTION OVERVIEW
11
Solution Overview and Components
12
1. Core Business Competencies
2. Key Features
3. High Level Solution Design
4. Functional view
5. Application Architecture View
6. Deployment View
VALUE PROPOSITION
13
Unique Selling Proposition
14
1. Competitive Advantage
2. Differentiators
Content
15
1. Case Studies
2. Industry Use case
COMPETITIVE
16
Content
17
1. Competitors
2. Competitive landscape
PRICING AND DEAL REVIEW
18
Content
19
1. Pricing and Commercial Models
2. Average Deal Size/Pricing/Cycle Time
3. Characteristic of the solution and Deal Size
4. How to size a deal (Rough Order of Magnitude Pricing)
BUSINESS CASE
20
Content
21
1. Financial summary – 5 year revenue by Commercial Model
2. Financial summary - Customer Profit by commercial model
3. Investment Timeline
4. Implementation plan
SALES MATERIAL
22
Content
23
1. Cheat sheet for Solution selling
2. Go to Market Strategy
3. Quick Reference Guides & Fact Sheet
4. Client Ready Presentations
5. Solution Brochures
6. Seller
7. Guides
8. Webinars
9. Portal links and resources
Name
Thank
You

More Related Content

What's hot

Solution Selling Seminar
Solution Selling SeminarSolution Selling Seminar
Solution Selling SeminarOn Last Mile
 
Various hints & tips around Solution Selling (January 2014)
Various hints & tips aroundSolution Selling (January 2014)Various hints & tips aroundSolution Selling (January 2014)
Various hints & tips around Solution Selling (January 2014)Eric Van 't Hoff
 
Planning the Sales Call
Planning the Sales CallPlanning the Sales Call
Planning the Sales CallAnuj Sharma
 
The Challenger Sale PowerPoint Presentation
The Challenger Sale PowerPoint PresentationThe Challenger Sale PowerPoint Presentation
The Challenger Sale PowerPoint PresentationInterviewMeToo
 
What Is CustomerCentric Selling®
What Is CustomerCentric Selling®What Is CustomerCentric Selling®
What Is CustomerCentric Selling®The Naro Group
 
Value based selling
Value based sellingValue based selling
Value based sellingEra Wibowo
 
Solution Selling 2.0 with Jurgen Heyman SPI
Solution Selling 2.0 with Jurgen Heyman SPISolution Selling 2.0 with Jurgen Heyman SPI
Solution Selling 2.0 with Jurgen Heyman SPIJens Edgren
 
Bmgt 204 chapter_7
Bmgt 204 chapter_7Bmgt 204 chapter_7
Bmgt 204 chapter_7Chris Lovett
 
How the Challenger Sale philosophy applies to CSM
How the Challenger Sale philosophy applies to CSMHow the Challenger Sale philosophy applies to CSM
How the Challenger Sale philosophy applies to CSMGainsight
 
The 25 most important tenets of the Challenger Sale approach
The 25 most important tenets of the Challenger Sale approachThe 25 most important tenets of the Challenger Sale approach
The 25 most important tenets of the Challenger Sale approachHeinz Marketing Inc
 
Future of consultative selling
Future of consultative sellingFuture of consultative selling
Future of consultative sellingJohn MacKay
 
5. sales training making professional presentations
5. sales training   making professional presentations5. sales training   making professional presentations
5. sales training making professional presentationsEarl Stevens
 
Customer centric selling in 10 tips.
Customer centric selling in 10 tips.Customer centric selling in 10 tips.
Customer centric selling in 10 tips.David Uribe
 
The Challenger ™ Sale – How to take control of the sales process
The Challenger ™ Sale – How to take control of the sales processThe Challenger ™ Sale – How to take control of the sales process
The Challenger ™ Sale – How to take control of the sales processDennis Stoutjesdijk
 
Public Relations Account Management
Public Relations Account Management Public Relations Account Management
Public Relations Account Management Bolaji Okusaga
 

What's hot (20)

Solution Selling Seminar
Solution Selling SeminarSolution Selling Seminar
Solution Selling Seminar
 
Various hints & tips around Solution Selling (January 2014)
Various hints & tips aroundSolution Selling (January 2014)Various hints & tips aroundSolution Selling (January 2014)
Various hints & tips around Solution Selling (January 2014)
 
Planning the Sales Call
Planning the Sales CallPlanning the Sales Call
Planning the Sales Call
 
Abc sales-strategies
Abc sales-strategiesAbc sales-strategies
Abc sales-strategies
 
The Challenger Sale PowerPoint Presentation
The Challenger Sale PowerPoint PresentationThe Challenger Sale PowerPoint Presentation
The Challenger Sale PowerPoint Presentation
 
What Is CustomerCentric Selling®
What Is CustomerCentric Selling®What Is CustomerCentric Selling®
What Is CustomerCentric Selling®
 
Value based selling
Value based sellingValue based selling
Value based selling
 
Solution Selling 2.0 with Jurgen Heyman SPI
Solution Selling 2.0 with Jurgen Heyman SPISolution Selling 2.0 with Jurgen Heyman SPI
Solution Selling 2.0 with Jurgen Heyman SPI
 
Bmgt 204 chapter_7
Bmgt 204 chapter_7Bmgt 204 chapter_7
Bmgt 204 chapter_7
 
How the Challenger Sale philosophy applies to CSM
How the Challenger Sale philosophy applies to CSMHow the Challenger Sale philosophy applies to CSM
How the Challenger Sale philosophy applies to CSM
 
The 25 most important tenets of the Challenger Sale approach
The 25 most important tenets of the Challenger Sale approachThe 25 most important tenets of the Challenger Sale approach
The 25 most important tenets of the Challenger Sale approach
 
Future of consultative selling
Future of consultative sellingFuture of consultative selling
Future of consultative selling
 
5. sales training making professional presentations
5. sales training   making professional presentations5. sales training   making professional presentations
5. sales training making professional presentations
 
Customer centric selling in 10 tips.
Customer centric selling in 10 tips.Customer centric selling in 10 tips.
Customer centric selling in 10 tips.
 
An Ideal Sales Cycle
An Ideal Sales CycleAn Ideal Sales Cycle
An Ideal Sales Cycle
 
The Challenger ™ Sale – How to take control of the sales process
The Challenger ™ Sale – How to take control of the sales processThe Challenger ™ Sale – How to take control of the sales process
The Challenger ™ Sale – How to take control of the sales process
 
Public Relations Account Management
Public Relations Account Management Public Relations Account Management
Public Relations Account Management
 
MONETIZING VALUE
MONETIZING VALUEMONETIZING VALUE
MONETIZING VALUE
 
Challenger-Data
Challenger-DataChallenger-Data
Challenger-Data
 
"Is There Anything Else?"
"Is There Anything Else?""Is There Anything Else?"
"Is There Anything Else?"
 

Similar to Solution Based Selling Framework and Steps v0.1

Sales and Marketing Competency Set-up TOM
Sales and Marketing Competency Set-up TOMSales and Marketing Competency Set-up TOM
Sales and Marketing Competency Set-up TOMSandeep Singh
 
BUSINESS EXPANSION STRATEGY
BUSINESS EXPANSION STRATEGYBUSINESS EXPANSION STRATEGY
BUSINESS EXPANSION STRATEGYBISWADEEPROY1991
 
Product Management by Design
Product Management by DesignProduct Management by Design
Product Management by DesignKrista Fuller
 
24 key practices for creating and delivering globally competitive products & ...
24 key practices for creating and delivering globally competitive products & ...24 key practices for creating and delivering globally competitive products & ...
24 key practices for creating and delivering globally competitive products & ...CompellingPM
 
Preparing sales to sell a new solution
Preparing sales to sell a new solutionPreparing sales to sell a new solution
Preparing sales to sell a new solutionSolutions Insights
 
Product Business Case Template
Product Business Case TemplateProduct Business Case Template
Product Business Case TemplateDemand Metric
 
Building a Product Users Want
Building a Product Users WantBuilding a Product Users Want
Building a Product Users WantRoman Pichler
 
Investor Pitch Template | by ex-Deloitte & McKinsey consultants
Investor Pitch Template | by ex-Deloitte & McKinsey consultantsInvestor Pitch Template | by ex-Deloitte & McKinsey consultants
Investor Pitch Template | by ex-Deloitte & McKinsey consultantsAurelien Domont, MBA
 
Sales Process and Control Measure mechanism or method of sales team for autom...
Sales Process and Control Measure mechanism or method of sales team for autom...Sales Process and Control Measure mechanism or method of sales team for autom...
Sales Process and Control Measure mechanism or method of sales team for autom...MasududzamanKhan1
 
DesigningMarketStrategy v2
DesigningMarketStrategy v2DesigningMarketStrategy v2
DesigningMarketStrategy v2Nanci Vogtli
 
Developing Your Business Plan
Developing Your Business PlanDeveloping Your Business Plan
Developing Your Business PlanRev1 Ventures
 
Corporate and Business Strategy Toolkit
Corporate and Business Strategy ToolkitCorporate and Business Strategy Toolkit
Corporate and Business Strategy ToolkitAurelien Domont, MBA
 

Similar to Solution Based Selling Framework and Steps v0.1 (20)

Sales and Marketing Competency Set-up TOM
Sales and Marketing Competency Set-up TOMSales and Marketing Competency Set-up TOM
Sales and Marketing Competency Set-up TOM
 
What's in a high quality business plan?
What's in a high quality business plan?What's in a high quality business plan?
What's in a high quality business plan?
 
BUSINESS EXPANSION STRATEGY
BUSINESS EXPANSION STRATEGYBUSINESS EXPANSION STRATEGY
BUSINESS EXPANSION STRATEGY
 
Product Management by Design
Product Management by DesignProduct Management by Design
Product Management by Design
 
24 key practices for creating and delivering globally competitive products & ...
24 key practices for creating and delivering globally competitive products & ...24 key practices for creating and delivering globally competitive products & ...
24 key practices for creating and delivering globally competitive products & ...
 
Preparing sales to sell a new solution
Preparing sales to sell a new solutionPreparing sales to sell a new solution
Preparing sales to sell a new solution
 
CoSME sales training agenda-2.0
CoSME sales training agenda-2.0CoSME sales training agenda-2.0
CoSME sales training agenda-2.0
 
CoSME sales training agenda-revised
CoSME sales training agenda-revisedCoSME sales training agenda-revised
CoSME sales training agenda-revised
 
Product Business Case Template
Product Business Case TemplateProduct Business Case Template
Product Business Case Template
 
CoSME sales training agenda-2.0
CoSME sales training agenda-2.0CoSME sales training agenda-2.0
CoSME sales training agenda-2.0
 
10 priorities for product managers for the 2020's
10 priorities for product managers for the 2020's10 priorities for product managers for the 2020's
10 priorities for product managers for the 2020's
 
Building a Product Users Want
Building a Product Users WantBuilding a Product Users Want
Building a Product Users Want
 
Investor Pitch Template | by ex-Deloitte & McKinsey consultants
Investor Pitch Template | by ex-Deloitte & McKinsey consultantsInvestor Pitch Template | by ex-Deloitte & McKinsey consultants
Investor Pitch Template | by ex-Deloitte & McKinsey consultants
 
Basic sales skills
Basic sales skillsBasic sales skills
Basic sales skills
 
Sales Process and Control Measure mechanism or method of sales team for autom...
Sales Process and Control Measure mechanism or method of sales team for autom...Sales Process and Control Measure mechanism or method of sales team for autom...
Sales Process and Control Measure mechanism or method of sales team for autom...
 
DesigningMarketStrategy v2
DesigningMarketStrategy v2DesigningMarketStrategy v2
DesigningMarketStrategy v2
 
Developing Your Business Plan
Developing Your Business PlanDeveloping Your Business Plan
Developing Your Business Plan
 
Business Consulting Skills for L&D Professionals
Business Consulting Skills for L&D ProfessionalsBusiness Consulting Skills for L&D Professionals
Business Consulting Skills for L&D Professionals
 
Corporate and Business Strategy Toolkit
Corporate and Business Strategy ToolkitCorporate and Business Strategy Toolkit
Corporate and Business Strategy Toolkit
 
Chapter2.ppt
Chapter2.pptChapter2.ppt
Chapter2.ppt
 

Recently uploaded

Looking Hire Laravel Developer In India.
Looking Hire Laravel Developer In India.Looking Hire Laravel Developer In India.
Looking Hire Laravel Developer In India.Hire Developers
 
BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...
BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...
BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...Business of Software Conference
 
The Journey of Belief - Storytelling for Sales
The Journey of Belief - Storytelling for SalesThe Journey of Belief - Storytelling for Sales
The Journey of Belief - Storytelling for SalesLouis Richardson
 
Technical Writing As A Service Proposal to Jetstar
Technical Writing As A Service Proposal to JetstarTechnical Writing As A Service Proposal to Jetstar
Technical Writing As A Service Proposal to JetstarDEEPRAJ PATHAK
 
Capability Showcasing Presentation to bring project to India
Capability Showcasing Presentation to bring project to IndiaCapability Showcasing Presentation to bring project to India
Capability Showcasing Presentation to bring project to IndiaDEEPRAJ PATHAK
 
RFP Response for Unique Bank Technical Migration
RFP Response for Unique Bank Technical MigrationRFP Response for Unique Bank Technical Migration
RFP Response for Unique Bank Technical MigrationDEEPRAJ PATHAK
 

Recently uploaded (6)

Looking Hire Laravel Developer In India.
Looking Hire Laravel Developer In India.Looking Hire Laravel Developer In India.
Looking Hire Laravel Developer In India.
 
BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...
BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...
BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...
 
The Journey of Belief - Storytelling for Sales
The Journey of Belief - Storytelling for SalesThe Journey of Belief - Storytelling for Sales
The Journey of Belief - Storytelling for Sales
 
Technical Writing As A Service Proposal to Jetstar
Technical Writing As A Service Proposal to JetstarTechnical Writing As A Service Proposal to Jetstar
Technical Writing As A Service Proposal to Jetstar
 
Capability Showcasing Presentation to bring project to India
Capability Showcasing Presentation to bring project to IndiaCapability Showcasing Presentation to bring project to India
Capability Showcasing Presentation to bring project to India
 
RFP Response for Unique Bank Technical Migration
RFP Response for Unique Bank Technical MigrationRFP Response for Unique Bank Technical Migration
RFP Response for Unique Bank Technical Migration
 

Solution Based Selling Framework and Steps v0.1