Solution Selling

Your salespeople sell technology as a business commodity. Discounting is high and gross margins are low. The mixture of services is low and customers' demands (which are driven by sales requests) are becoming increasingly unrealistic.

The salespeople appear to lack the confidence or initiative to discuss alternative solutions with the customers, and there's also a lack of confidence in the technical team's ability to meet the customer's expectations.

How do you achieve "increasing quotas" when prices are rapidly declining?

Salespeople has stopped offering innovative new ways to use technology based on improving IT efficiency. Salespeople prefer to negotiate cheaper purchase prices (CAPEX), rather than uncover ways to improve IT's operating cost model (OPEX).

How do YOU help your customers? 

"with special prices" (CAPEX)

or

"with innovative solutions" (OPEX)

Solution Selling is not just about combining hardware, software and services. It is understanding how to make IT and overall business more efficient.

To read more and download our PDF on Solution Selling please complete the form below.

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