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Where business and technology collideAre Your Solutions Sales Stalled? We’ve Been Expecting You.
Started by ChangeForge | Ken Stewart · 11 months ago
10 months ago
But remember, sales people are lazy - we take the path of least resistance.
And "selling" somebody at the end of the lease has least resistance then creating "divergent demand"
10 months ago
10 months ago
The challenge with creating divergent demand is that it requires a different skill set. Existing reps have three options with concurrent demand: buy more, buy cheaper or buy better systems. They are also working inside the framework of an existing budget and formalized decision makers.
Solutions sales require divergent demand. There is no budget. There are no formalized decision makers. Thus, it is up to the rep to create top level relationships and uncover meaningful business problems. Until the problem is unearthed and the client agrees it is a problem, there is no solution sale.