Solutions Insights is a B2B consulting and training firm that helps companies develop, market, and sell high-value solutions. Our work with technology, professional services, and other clients focuses on four dimensions of solutions success: Strategic Alignment, Offering Distinction, Sales Acceleration, and Customer Connection. As we all know, solutions selling is not new.
Over the past 10-15 years, it's been adopted by hundreds of companies that have decided to move to a solutions business model instead of a "product push" approach. And for the most part, it's been successful. The sales forces at these same companies have made the transition to a more consultative, problem-solving model. The Popularity and Purpose of Challenger Selling But is solutions selling still the right approach?
Everyone agrees that solutions is an overused term. But it's the right term. Companies that are able to have all or part of their business based upon this definition in are outcompeting their peers. And solutions marketing isn't a cliche - it's the key to business advantage.
Over the past 10-15 years, it's been adopted by hundreds of companies that have decided to move to a solutions business model instead of a "product push" approach. And for the most part, it's been successful. The sales forces at these same companies have made the transition to a more consultative, problem-solving model. The Popularity and Purpose of Challenger Selling But is solutions selling still the right approach?
Everyone agrees that solutions is an overused term. But it's the right term. Companies that are able to have all or part of their business based upon this definition in are outcompeting their peers. And solutions marketing isn't a cliche - it's the key to business advantage.
Services
As veterans of the solutions movement in the technology industry during the last ten years, we founded Solutions Insights to provide clients with a team of experts focused on the challenges of moving to a more collaborative, customer-focused solutions business model.
Moving to solutions is a big deal organizationally, and typically requires some serious rethinking of corporate strategy and structure.
Customers don't care what the boxes say; they just want to tap the resources and expertise across your organization, regardless of org charts and silos.
Moving to solutions is a big deal organizationally, and typically requires some serious rethinking of corporate strategy and structure.
Customers don't care what the boxes say; they just want to tap the resources and expertise across your organization, regardless of org charts and silos.
Solutions continue to be an enigma to many companies.
They want to be seen as a "solutions company, " but have yet to think through the organizational and operational implications.
Some are comfortable with simply adding solutions language to their marketing and sales vernacular.
Others are driven to make sure that every part of their organization is tailored to be able to provide real solutions - offerings that resolve complex business needs and provide tangible, measureable results.
Building consensus around a common definition of "solutions" and a taxonomy that guides solutions management and operations.
They want to be seen as a "solutions company, " but have yet to think through the organizational and operational implications.
Some are comfortable with simply adding solutions language to their marketing and sales vernacular.
Others are driven to make sure that every part of their organization is tailored to be able to provide real solutions - offerings that resolve complex business needs and provide tangible, measureable results.
Building consensus around a common definition of "solutions" and a taxonomy that guides solutions management and operations.
Solutions development, by definition, requires the integration of products, services, and industry knowledge in ways that provides measureable business value in specific customer environments.
The sad reality, though, is that most so-called solutions struggle for a foothold in crowded markets.
Understanding the real imperatives of your customers and prospects and then mapping these to the most appropriate capabilities that can be integrated into effective solutions.
Bringing together all of the key players - including different product and service groups, field marketing and sales, external partners, and often key customers - in a constructive, collaborative process to actually build the new offers.
The sad reality, though, is that most so-called solutions struggle for a foothold in crowded markets.
Understanding the real imperatives of your customers and prospects and then mapping these to the most appropriate capabilities that can be integrated into effective solutions.
Bringing together all of the key players - including different product and service groups, field marketing and sales, external partners, and often key customers - in a constructive, collaborative process to actually build the new offers.
Creating and maintaining those trusted connections, however, is challenging - especially when customers and prospects tune out most marketing, have little time to talk, and remain skeptical that proposed solutions will deliver as promised.
Deep understanding of the specific industries, issues, roles, and responsibilities of your customers and prospects.
Serious commitment to an educational approach that provides real value with every marketing interaction.
Patience and discipline to sustain a months- or even years-long effort to build conversation and relationships.
Deep understanding of the specific industries, issues, roles, and responsibilities of your customers and prospects.
Serious commitment to an educational approach that provides real value with every marketing interaction.
Patience and discipline to sustain a months- or even years-long effort to build conversation and relationships.
The challenge is compounded by the fact that integrated solutions typically involve a team selling approach, often with partners, instead of an individual sale person landing deals alone.
What tends to happen in this environment is not surprising; sales people fall back into their comfort zone and do what they know best: selling discrete, lower value products and services.
Many sales and marketing leaders assume that the answer is more training.
While important, the impact of solutions sales training is limited without a more systematic approach to better enabling the entire solutions sales process.
What tends to happen in this environment is not surprising; sales people fall back into their comfort zone and do what they know best: selling discrete, lower value products and services.
Many sales and marketing leaders assume that the answer is more training.
While important, the impact of solutions sales training is limited without a more systematic approach to better enabling the entire solutions sales process.
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