Anthea Stratigos – September 8, 2016
Solution selling, challenger selling, moving up the value-chain selling– name the term, one of the hottest topics we hear about and research every day is focused on building a world-class sales channel to meet changing market demands. At the end of the day, digital disruption means commoditization.
When markets face downward pressure the downdraft sends competitors into partnerships, while new entrants create strong competition from the fringes. Companies either go down market and compete on price, or in many cases start building solutions by going up market to deliver more value and preserve or enhance market position. It happens in most industries and it’s been happening in spaces since the internet came on stream circa 1999 and picked up steam. Our world has been different ever since.
We’ve migrated into platforms and workflow solutions (keys to success 3 and 13) and at the end of the day these solutions need to be bought (not sold). This requires marketing muscle, and often a team approach to selling that involves subject matter experts, client relationship experts and the ability to navigate longer sales cycles while navigating the needs of multiple stakeholders often in myriad departments – end user, technology, often the office of the CFO, legal, and always the increasingly dreaded ‘procurement.
Whether in marketing services, or in information services, for that bridge to professional services, a world-class sales organization is a must and a world class solution sales channel is a must. Solutions, and getting them into the market and monetizing them is key to success # 13, because you can’t survive beyond the tipping point if you can’t bring home the bacon.
What CEOs struggle with the most is sales talent. If I had to rank one topic that comes up MOST often in my daily dialog, it’s about managing and leading a high performance sales organization. So, for Outsell’s 10th Anniversary Signature Event, we asked Amanda Gosling, Global Partner, Leader Strategy & Design of IBM Interactive Experience to speak on this topic and share how she thinks about this challenge. This is a fast-growing division– it’s creative, it’s technical, it’s global, and well, it’s the ultimate in solutions.
Register today and you’ll come away with keys to success and lessons learned because IBM is known for world-class solution selling and they are doing it at the leading edge of our industry.