CHARLOTTE, N.C., March 25, 2010 – Sales Performance International, a leading sales training and performance improvement firm, announced today the release of Solution Selling® Messenger™, a revolutionary web-enabled messaging and sales enablement technology that helps companies with complex products and services align their strategic positioning, marketing messages, and selling conversations. Solution Selling® Messenger™ was developed in collaboration with Bob Schmonsees, renowned marketing expert and author of Escaping the Black Hole. Solution Selling® Messenger™ incorporates the patented Value Mapping™ process, developed by Mr. Schmonsees, into a simple secure web site that allows marketing professionals to create more customer relevant messaging and generate just-in-time strategic sales tools that make sales professionals situationally fluent for virtually any business issue relevant to their target customers.

Solution Selling® Messenger™ also provides the ability to graphically represent the concepts of Generic Value and Differentiated Value for a company’s offerings through Visual Value Maps™. This ability allows salespeople to visually communicate a clear value and differentiation vision from the customer’s perspective.

According to Barry Trailer, CSO Insights, “Our research data shows that the number one sales initiative (46% of respondents) for 2010 is revising/enhancing lead generation programs. This means marketing as well as sales has to get a lot better at convincing the buyer that they understand their business problem and how to fix it. Solution Selling® Messenger’s Visual Value Map™ capability may be just the tool to get you started. It graphically portrays the alignment between the customer’s problem and its causes to your solution’s capabilities and differentiation so you can focus on improving the 20% of messaging that drives 80% of buyers to the next step. They say a picture is worth a thousand words. Visual Value Maps™ provide this kind of clarity and insight that will improve your lead generation as well as your sales messaging."

One of the most important capabilities of Solution Selling® Messenger™ is its ability to dynamically generate situation specific Solution Selling® job aids including Solution Messaging Cards, Pain Chains^®, Pain Sheets^®, Key Player’s Lists, Reference Stories, and Evaluation Plans along with other messaging outputs as an automatic byproduct of the positioning and messaging process. Unlike document-based messaging approaches, these guides can be configured and generated in real time by pain, solution, market, stakeholder, business impact, or competitor, as well as any combination thereof. 

According to Bob Schmonsees, “The lack of effective solution-centric messaging is the biggest factor driving the marketing disconnect with sales. Solution Selling® Messenger™ solves this problem by providing front line marketing professionals with a proven process and efficiency through technology enablement. As a result, you have just-in-time, sales ready messages that enable salespeople to have effective problem solving conversations with their prospects and customers.”

To find out more about Sales Performance International’s Solution Selling® Messenger™, please visit: www.spisales.com/solution-marketing.aspx. 

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