We’d like to introduce you to Glenn Miller. Glenn recently founded Glenn Miller Consulting where he is the principal. The company focuses on delivering fractional CIO and CTO services to small and medium businesses that are growing, but have encountered technology challenges that keep them from reaching their next level of growth.
Glenn sits down with SPI to discuss his experience at a recent Solution Selling workshop.
What is your impression of the workshop so far?
“My impression of the workshop has been very positive. It’s been enthusiastic and lots of energy, but not frantic and jumping around. Tom’s done a great job, being very personable, good sense of humor, and delivers some really good professional advice that I’ve already found valuable.”
What are the most valuable takeaways?
“Number one, value that I’ve gotten out of this classroom so far is that the selling process has got to be buyer-focused. You’ve got to understand what pain the buyer’s feeling, and what the value will be to them to fix that pain. You’ve got to understand how you can help them, but it has to be from their perspective. So, it has to be focused on the buyer.”
How do you see yourself applying Solution Selling in your job?
“It’s interesting to think about how this is going to apply for me in the future, but I actually already used it before the class even started. I got the pre-class work- we had six pre-class modules we needed to go through. I completed two of those and I had barely finished the second one when I got a call from a potential prospect. I found that I was actually able to use a lot of the techniques that I learned from those first two modules. The phone conversation ended with that prospect saying to me, ‘Can you start next week?'”
Would you recommend Solution Selling to others?
“I would strongly recommend Solution Selling to anyone, whether you’re a full-time salesperson or not. I have never been in a sales position in my life. I spent most of my life in research and development, but I have already learned things in here that will help me help other people.
I think that the group interactions are very valuable. I think the workshops and exercises we do are outstanding because you learn from a practical point of view, how to apply these things in the real world. Plus, let’s face it. The networking you can do in the class is phenomenal. I’ve already made a lot of good contacts that I am convinced are going to be valuable to me in the future.”