Why Salespeople Don't Sell Solutions
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The document discusses a company shifting its sales focus from selling widgets to selling solutions in order to increase sales. However, the business, marketing messages, compensation plans and sales management have only been slightly altered to include the word "solutions" without fully implementing a solutions-focused sales strategy. As a result, the sales team is still primarily focused on widget sales targets rather than providing complete solutions for customers.
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This document provides tips and content suggestions for creating effective slides for pitching ideas or startups. It recommends including slides on the title, problem being solved, solution, business model, underlying technology, marketing and sales plan, competition, management team, financial projections, and current status. For each slide, it provides brief descriptions of the essential information to include to concisely explain the high level details about the idea or startup to the audience.
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Why Salespeople Don't Sell Solutions
- 1. S e l l i n g f o r t h e r e a l w o r l d .
- 2. "If you aim at nothing, you will hit it every time." Zig Ziglar
- 3. WIDGET SALES Are DOWN. we gotta sell solutions! RIGHT, BOSS!
- 4. SOLUTIONS! It sounds good, doesn’t it? Let’s see how it works.
- 6. Love the brochure layout. Just add a line or two about “SOLUTIONS”, OK? Same Marketing Message (almost)
- 7. Quota = 10,000 Widgets Annual Compensation Plan Solutions = incremental bonus Same Comp Plan (almost)
- 8. Same Sales Management (almost) Great JOB! You sold 861 Widgets Last month! WE’ll do solutions later.
- 9. Did You sell solutions? ALMOST. …at the mid-year review…
- 10. Selling complete solutions requires complete sales focus.
- 11. authenticresults.us SALES ANALYTICS | CHANNEL STRATEGY | PRESENTATIONS Need help? Want to know More? Visit us.