OasisLMS

Duration - 53 mins: As a result of joining this event the participant will be able to recognise the key differences between solution- and outcome-based selling, which will enable them to improve the effectiveness of their sales

CEOs, Sales Leaders and Sales Managers of growth-orientated B2B-focused sales organisations, as well as ambitious B2B salespeople who are keen to improve their sales effectiveness.

UK and International

The "Solution Selling" mindset has dominated most B2B sales methodologies over the past few years. Salespeople have been trained and encouraged to conduct a thorough needs analysis and to propose a “solution” to the prospective customer’s requirements. Solution Selling is certainly a more effective approach than previous sales methods that focused on the features, advantages and benefits of the vendors’ offerings. But is it enough to win in the modern buying environment? In a world where more than half of apparently well qualified buying journeys end in a decision to stick with the status quo and “do nothing”, and in which customers increasingly prefer to consume offerings as a service rather than as an outright purchase, it’s time to come up with a fresh approach - one that focuses on the customer’s expected business outcomes rather than the vendor’s so-called “solutions”.

Why “solution selling” is no longer as effective as it used to be Why the focus of B2B sellers needs to shift to business outcomes How to equip your salespeople to master the transition

CPD Points: Two (when attending live) or one (watching the recording)

Bob Apollo is the Founder and Chief Outcomes Officer of Inflexion-Point Strategy Partners, a UK-based sales effectiveness consultancy. Bob works with CEOs and sales leaders of ambitious B2B-focused sales organisations, encouraging, equipping and enabling them to implement a business-outcome-focused mindset across their sales organisations. https://www.linkedin.com/in/bobapollo/