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Solution Based Selling Framework and Steps v0.1

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How to compile Solution based Selling Framework and Content

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Solution Based Selling Framework and Steps v0.1

  1. 1. 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
  2. 2. 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
  3. 3. SOLUTION SUMMARY 3
  4. 4. <Solution> Summary one pager 4 1. Show high level solution concept 2. Show high level Solution Description 3. Show problems and benefits
  5. 5. Target Industries/Audience 5 1. Target industries 2. Identified Target Clients 3. Client Size & Geographic Scope 4. Typical Sponsors
  6. 6. THE BUSINESS CHALLENGE AND OPPORTUNITIES 6
  7. 7. Industry Challenges and Solution Rationale 7 1. Buy side problems and rationalize 2. Sell side problems and rationalize
  8. 8. Current Industry Processes and Pain Points 8 1. Current Industry Processes and Pain Points
  9. 9. Market Size, Trends and Opportunities 9 1. Capture Market Size, Trends and Opportunities
  10. 10. 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
  11. 11. SOLUTION OVERVIEW 11
  12. 12. 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
  13. 13. VALUE PROPOSITION 13
  14. 14. Unique Selling Proposition 14 1. Competitive Advantage 2. Differentiators
  15. 15. Content 15 1. Case Studies 2. Industry Use case
  16. 16. COMPETITIVE 16
  17. 17. Content 17 1. Competitors 2. Competitive landscape
  18. 18. PRICING AND DEAL REVIEW 18
  19. 19. 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)
  20. 20. BUSINESS CASE 20
  21. 21. 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
  22. 22. SALES MATERIAL 22
  23. 23. 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
  24. 24. Name Thank You

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