Return to Step One

Step 1: Pick a Problem - Step 2: Pick a Reason - Step 3: Explore Solutions

---

Our Recommendations

Solution Selling

Leverage an approach of uncovering and managing each buyer's evaluation criteria in the context of one "sales" project plan where all stakeholders would approve a draft plan including a timeline of events and key decisions intending to satisfy each of their proof and buying requirements... AND that plan was negotiated with the decision-maker and the proof sessions occurred in a logical sequence usually after key events that the seller wants to accomplish are executed

Major Account Selling

Follow a philosophy of "quid pro quo" where sellers are taught only to provide resources or proof in exchange for something that helps move an opportunity forward.
Ensure that proof resources are properly applied across multiple opportunities so that opportunities are effectively covered based on the skill and value of the resource in relation to the quality of the opportunity

Additional Questions to Consider

• What forms of proof do you normally leverage and/or should you leverage (e.g. Financial, Technical - transition approach, operational?
• Do sellers use proof (resources) to prove or sell? (i.e. are they spending resources on unqualified opportunities and / or using resources at the wrong time in the sales cycle)
• Do sellers negotiate proof with prospects or do they generally make that proof easily available?