I had this in my email box but did not know where it came from. I had forwarded it to myself. I think it is pretty good info: It looks like Pragmatic Marketing, so that is who I am going to credit it too.
But if you concentrate on crisply and clearly documenting the answers to five key solution selling questions, you can save yourself a lot of time and become a hero in the process. Those five questions are:
1. What are a few things sales people need to know to more intelligently discuss the most important customer’s needs and problems your solution solves?
2. Why should solving those problems be a high and urgent priority for your customers?
3. How should sales people identify and qualify the best prospects for your solution?
4. How does the customer use your solution to solve each need and problem?
5. What is the value of your solution’s differentiation in the context of each need and problem?
These sound pretty simple, but getting the sales force to institutionalize this knowledge sure isn’t easy. Any experienced Product Marketer however, should have this information down cold, so the key is to figure out a way to organize this knowledge so sales people can get access to it and handle the 20% of the conversations that drive 80% of the solution selling process without bringing you or another product expert on the sales call.
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