We welcome Glenn Gramling, vice president of Outcome Chains, Inc., a SaaS solution designed to facilitate better outcome-based collaboration between buyers and sellers.This article recently appeared on the Technology Services Industry Association Blog and seemed to fit perfectly with some of the ideas in “Revenue Science™”.
Increasingly, technology products that are merely “good enough” are permeating the market. Clients are not looking for perfection and accept the limitations of a lower-cost product. Software allows these good enough products to be enhanced over time, with new features being delivered through software updates that can make a product more valuable.
After researching several large hardware providers, we discovered that a large percentage of their monthly sales were either fulfillment or products, while only a small percentage of their monthly sales were high-margin solutions that included high-value services. Every manufacturer would like to improve their percentage of high-margin products and services, so, why don’t Sales teams sell more high-value solutions to solve the business problems of their customers?
Selling Value vs. Simply Selling Products and Services
Sadly, many B2B sales reps are more comfortable selling products than solving a customer’s business problem. On the other hand, customers are looking for confidence that their supplier understands their problem, or opportunity, and can explain how the solution will address their business need. So, what differentiates the average product seller and the high-value solutions salesperson?
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